This framework outlines a structured approach for converting marketing-qualified accounts into sales opportunities through a disciplined account-based engagement process. It begins with account prioritization, encouraging teams to focus resources on organizations demonstrating the strongest buying intent. Accounts are then validated against the Ideal Customer Profile (ICP) to ensure strategic fit before moving into active prospecting. The process emphasizes building a complete buying committee by leveraging CRM data, company research, and intent signals to identify key decision-makers and influencers. Targeted outreach sequences are then developed for each stakeholder to drive engagement and progression through the funnel. Once meaningful interaction occurs, sales teams conduct discovery a

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