Choosing ABM accounts based on gut or table stakes profiling – like firmographics – isn't enough anymore. Successful ABM comes down to discovering your TAM, building profiles at the person, account, and buying center levels, and then comparing them against your ICP in order to focus your time and effort on the accounts most likely to close. Doing this effectively relies on accurate, up-to-date profiles. This makes the development of active buyer profiles leveraged with propensity fit scoring models the key investment in pursuit of closeable business.