When your Salesforce reporting shows accounts qualifying for multiple segments, and you can't differentiate which segment drives the most impact, you're not alone. And when you're debating whether to track intent for 90 days or tighten to 7 days, you're asking the right questions.
After analysing hundreds of B2B organisations implementing Account-based Marketing and GTM, one pattern emerges with striking consistency:
ABM fails because segmentation becomes chaos.
A fundamental misunderstanding of what great segmentation actually does.
![[ABM Playbook] Segmentation Strategy to Sell Faster with Intent & Personalization](https://static.wixstatic.com/media/03c970_f7311089032647e2acf477b6b9ec5542~mv2.png/v1/fill/w_1784,h_781,fp_0.50_0.50,q_35,blur_30,enc_avif,quality_auto/03c970_f7311089032647e2acf477b6b9ec5542~mv2.png)
![[ABM Playbook] Segmentation Strategy to Sell Faster with Intent & Personalization](https://static.wixstatic.com/media/03c970_f7311089032647e2acf477b6b9ec5542~mv2.png/v1/fill/w_1784,h_781,fp_0.50_0.50,q_95,enc_avif,quality_auto/03c970_f7311089032647e2acf477b6b9ec5542~mv2.png)
