Stop Scaling. Start Stacking.
Creating an early ABM program often feels overwhelming. The expectations can be daunting: Instant results, sales teams pushing for early engagement, scrutiny from executives, a sprawling tech stack, and your regular workload piling up. It’s a lot to manage.
These pressures often stem from the drive to scale quickly, but why rush to expand something untested? Instead of aiming for a large-scale, “scalable” ABM program right away, what if we started smaller and smarter?
Begin by mapping the interactions that lead your buyers to make decisions. From there, outline how you can guide target accounts from awareness to acquisition, based on these proven interactions. This allows you to stack the odds in your favor—building up a strong foundation of buyer signals—before involving the sales team.
This method, known as Signal Stacking, offers a more intuitive approach to building ABM programs in 2025. By focusing on signals, you can craft a program that not only works but lasts.
In this session, Mason Cosby will walk you through identifying key signals, creating an account progression model, and launching an effective ABM strategy—all in just 60 days.
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