Account Coverage Model Improves ABM Outcomes

The article explains how an Account Coverage Model organizes sales and marketing resources in ABM programs, outlining roles, segmentation, technology, and KPIs. It highlights benefits such as improved alignment, higher conversion rates, and optimized resource use, and describes common challenges like data silos and change resistance. The piece recommends CRM/ABM integration, phased rollouts, and AI-driven personalization to scale account coverage.