An ABM plan would include:
- Business overview – what your prospect does
- Key Insights relevant to your sales strategy and any common themes across the vertical markets
- Strategy of the business – this will include a high level set of objectives that the business is seeking to achieve
- Business tactics – the business tactics are activities that must be undertaken in order for the strategic objectives to be completed
- Key stakeholders
Read a case study with BackOffice Associates here (pdf).