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AI RevOps

ABM

Signals

Tools

Tools

Description

A complete 2026 ABM framework that turns ICP, TAM, and intent signals into a fully operational, revenue-driving system.

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How it works

• Analyze 12–24 months of closed-won + closed-lost deals

• Interview top AEs + CSMs for frontline patterns

• Identify traits of fast buyers, slow buyers, churn risks

• Define firmographic + technographic + behavioural fit signals

• Backtest your ICP against historical conversions to validate accuracy

• Pull firmographic matches from Apollo and Sales Navigator

• Use lookalike tools: DiscoLike, Ocean.io, Clay AI

• Deduplicate by domain + parent company

• Validate industry, size, and segment alignment

• Centralize the TAM map in Clay

• Enrich TAL accounts with fit signals + growth indicators

• Add technographic, hiring, intent, and product-fit signals

• Run account research to surface triggers + pain indicators

• Score accounts using your ICP tiering logic (Tier 1/2/3)

• Sync enriched TAL + tiers back to CRM → Tier 1 gets budget + priority

• Capture 1st-party signals: website visits, product usage, CRM activity

• Capture 2nd-party signals: ad engagement, review site visits, partner data

• Capture 3rd-party signals: job openings, tech changes, social engagement

• Log all signals as custom events inside CRM

• Auto-trigger tasks for reps when priority signals fire

• Send critical alerts to Slack to ensure real-time follow-up

Define the five awareness stages for every account:

• ‍Identified: Account exists in your TAL‍
• Aware: Has viewed content, ads, or visited your site‍
• Interested: Shows repeated engagement‍
• Evaluating: Evaluating solutions or engaging with deeper content‍
• Selecting: High intent, ready for sales interaction

Use scores to:

• Automate stage progression
• Build dynamic lists for marketing & outbound
• Surface “sales-ready” accounts

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• Map the full buying committee for each account

• Source verified emails + Linkedin URLs for key personas

• Classify personas as:‍

• Tier 1: Decision Maker

• Tier 2: Champion

• Tier 3: User / Influencer‍

• Upload full stakeholder map into CRM

• Tag personas for sequencing, SDR routing, and personalization

Tier 1 (High Fit):

• 1:1 gifting
• Warm intros
• Live events
• Personalized videos
• Custom microsites
• Manual outbound

Tier 2 (Good Fit):

• Semi-personalized sequences
• Persona-cluster campaigns

Tier 3 (Broad Awareness):

• Scaled email outreach
• Social content
• Retargeting ads
• Nurture workflows

Promote Tier 2 & Tier 3 accounts upward when signals or awareness increase.

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With enriched TAL + tiers + signals + awareness in CRM:

• Auto-generate tasks from custom events

• Send high-priority alerts to Slack

• Give reps a clear daily priority list based on:

• Tier

• Awareness stage

• Intent signals

• Persona influence

• Use data to guide enablement:

• Account digests

• Signal-based playbooks

• Persona-specific messaging

• Tier-specific talk tracks

Track core ABM performance metrics:

• ICP pipeline progression
• Pipeline velocity by segment
• Contacts engaged per account
• Win rate & ACV by tier
• Awareness score movement
• Meetings booked by rep by channel
• Close rate by tier
• Net-new revenue by tier

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