You end up with many leads, but most of them are not really the companies you want to work with. So sales teams spend a lot of time qualifying instead of actually selling.
With account-based approaches, the logic is different. You start with a specific list of companies that actually fit your ICP, and then marketing and sales align around those accounts.
In practice, what makes the biggest difference is how you build that list. If you use signals like hiring, funding, or leadership changes, you can prioritize companies that are more likely to need your solution.
we’re exploring this direction focusing first on finding the right accounts and signals, then doing the outreach.
If you're curious: https://www.prosperian.co/