If you’re running account-based marketing (ABM) and tired of chasing the wrong companies, this is for you. Marketers and sales teams burn time (and budget) on accounts that’ll never buy. The “secret” is not a fancy playbook—it’s knowing who’s actually worth your effort. That’s where Getlia (getlia.html) comes in. This guide walks through using Getlia analytics to spot high-value accounts, cut through noisy data, and focus on what actually moves your pipeline.
Why Most ABM Target Lists Miss the Mark
Let’s be honest: most ABM lists are built on gut feelings, not real data. Someone hears a brand name on a podcast, and suddenly it’s a “target.” Or you’re handed a spreadsheet of logos from last year and told, “Go get ‘em!” The result? A lot of outreach, very little to show for it.
If you actually want to identify high-value accounts—the ones likely to convert and spend—you need to base your targeting on what’s actually happening, not what you hope will happen. That’s where analytics matters.
Step 1: Connect Your Data Sources (Don’t Skip This)
Before you do anything in Getlia, make sure your data is actually flowing in. Otherwise, you’re just staring at sample dashboards.
Here’s what you want: - Website traffic (so you know who’s showing up) - CRM data (so you know who you’re already talking to) - Marketing automation or email platform (so you see engagement) - Product usage data, if you have it (for SaaS, this is gold)
Pro tips: - Don’t overthink integrations. Start with your CRM and website, then add more. - Clean up your CRM first. Garbage in, garbage out.
Step 2: Define What “High Value” Means—For Real
Every company will say, “We want more enterprise logos.” But what actually makes an account high value for you? Write it down. You’ll need this before you go nuts with filters.
Common criteria: - Company size (employees, revenue) - Industry or vertical - Geography (where you actually sell) - Tech stack (useful if you integrate with other tools) - Past engagement (visited your pricing page, downloaded content)
Don’t: - Chase only big brands because they “look good.” They might be a waste of time if they never buy your kind of product. - Use too many filters. You’ll end up with no one to target.
Step 3: Use Getlia to Surface Warm Accounts
Now, open up Getlia and go to the account analytics section. Here’s where the magic (or at least the sorting) happens.
What to Look For in the Dashboard
- Account engagement scores: Getlia will assign a score based on things like page visits, time spent, and repeat activity.
- Firmographic filters: Narrow down by industry, size, and so on.
- Intent signals: Some accounts are researching solutions like yours—even if they haven’t filled out a form.
How to actually use this: 1. Filter for your ICP (ideal customer profile) basics first—industry, size, region. 2. Sort by engagement score. Don’t just take the top 10; look for patterns (e.g., certain industries consistently show more activity). 3. Check which accounts have moved up in engagement recently. Recency matters—a company interested six months ago isn’t “hot” today.
Warning signs: - If your “high engagement” accounts are mostly existing customers, your data might be too limited. - If you have hundreds of “top” accounts, your filters are probably too broad.
Step 4: Cross-Reference With CRM—Don’t Work in a Silo
It’s tempting to just export a “hot accounts” list and pass it to sales. Slow down. You need to check if these accounts are already in play, have open deals, or are dead-ends.
How: - Export your Getlia list, then match against your CRM. - Flag accounts already being worked by sales—these are warm, but don’t double up outreach. - Identify net new accounts showing intent but not yet in your pipeline. These are gold.
Pro tip: - Set up a feedback loop. Sales will know if an account is a tire-kicker or if an opportunity fell apart for a real reason.
Step 5: Prioritize and Tier Your Accounts
Not every “interesting” account is equally valuable or likely to close. Break your list into tiers:
- Tier 1: Big deals, strong fit, high engagement. Personalize everything.
- Tier 2: Good fit, some engagement. Semi-personalized outreach.
- Tier 3: Lower fit or early-stage engagement. Keep them on nurture tracks.
What to ignore: - Accounts with only one random pageview. That’s not intent. - Companies outside your ICP, even if they looked at your blog. Stay focused.
Step 6: Take Action—But Don’t Overcomplicate It
This is where a lot of teams get stuck. They build a “target” list and then… nothing happens. Make it stupidly simple for sales and marketing to follow up.
Ideas: - Send the top 10 Tier 1 accounts to sales with a one-line summary of their recent activity. - Trigger alerts for big spikes in engagement, so sales can jump on them fast. - Build retargeting audiences from the same accounts, so your ads follow them around.
What doesn’t work: - Sending sales a 200-row spreadsheet with no context. - Over-automating. “Personalization” that’s clearly not personal is ignored.
Step 7: Measure, Adjust, Repeat
Don’t expect your first list to be perfect. ABM is about learning what works, not finding a magic formula.
Metrics to watch: - Are sales actually engaging with these accounts? - Do meetings booked and pipeline value go up? - Are you seeing more responses, or just more noise?
If it’s not working: - Tweak your filters. Maybe company size isn’t as important as you thought. - Check your engagement signals—are they real, or is it just bots? - Ask sales for honest feedback. What’s landing? What’s not?
What to Skip (Seriously)
There’s a lot of hype around “intent data” and AI scoring. Some of it’s useful, most of it is just noise unless you actually see those accounts moving down your funnel. Don’t get distracted by shiny dashboards.
- Don’t chase every company that visits your site once.
- Don’t believe every “AI-powered” suggestion—look for actual buying activity.
Keep It Simple, Iterate Often
Identifying high-value accounts with Getlia isn’t rocket science—but it does take a bit of thought. Start with clean data, define what “high value” really means for your business, and focus on recent, real engagement. Don’t let perfect be the enemy of good. Build your first list, get feedback, and keep tweaking. ABM is a marathon, not a sprint, and the right tools just make it less painful.