ABM and target accounts: ICP, prioritization, account journey and buying committee
Let the CRM learn your ideal customer from won deals, prioritize target accounts by potential, show the journey of every contact in an account, and map the buying committee influence so you know where to focus.
ABM (account based marketing and sales) treats the whole account as the target, not a loose lead. SellioCRM ships four engines for this, most of them also reachable through the AI assistant in plain language.
Ideal customer profile (ICP)
The ICP engine learns on its own what your best customer looks like: it examines the firmographics (industry, size, revenue band, tier) of the accounts you have WON and builds the ideal profile. Then it scores any account fit from 0 to 100 against that profile, with no manual setup. Ask the assistant "what is this account fit?".
Target account prioritization
Prioritization ranks accounts by a 0 to 100 score combining fit, open pipeline, engagement, committee coverage and recency, and classifies each account into tier A, B or C, with the reasons in plain text. So the team knows where to invest time first.
Account journey and bulk enroll
The account journey shows, in one place, the state of the sequences and automations of EVERY contact in that account. And you can enroll the whole account (or just the buying committee) into a sequence at once. It is idempotent: running again does not duplicate anyone.
Buying committee and influence map
- Register the account stakeholders with each one role (decision maker, buyer, sponsor, influencer, detractor).
- The influence map computes the win probability from committee coverage and classifies each person as champion, blocker or neutral.
- For each stakeholder it suggests the recommended approach, and points out the key roles still missing.