Use AI to Select ABM Accounts

Selecting ABM accounts can feel like a shot in the dark, but not when you're identifying high intent accounts by combining multiple buying signals.

Most marketers start with basic firmographic filters: industry, size, revenue. But that alone doesn’t tell you who’s actually in-market or who’s more likely to buy now.

‍Step 1: Gem-E Identifies Buyer Signals

Inside the UserGems Admin dashboard, apply filters to surface accounts with multiple buying signals. 

The UserGems Demand Generation Team  focuses on accounts that match at least 2 of the following, but ensure that we’re also adding accounts with additional signals outside of these:

‍Past Champions

People who know and trust UserGems from previous companies or roles.

‍Job Changes in Key Buyer Roles

New hires or promotions in titles like Marketing, RevOps, or Sales roles that typically evaluate and purchase UserGems.

‍Recent Web Activity

Accounts where users are actively engaging with your website.

Step 2: Review and Prioritize

Gem-E generates a prioritized list of ABM accounts based on signal strength and recency. From there, we:

• Cross-check for industry/ICP fit
• Remove accounts already in pipeline
• Have Gem-E search for persona matching prospects to sell to at these accounts

‍Step 3: Launch Your ABM Campaign

With your warm list ready to go, launch your 1:1 or 1:few campaigns. These accounts are already warmed up: they know you, have shown interest, or are undergoing changes that make them more likely to buy.

The Results

Using this playbook, our Demand Gen team consistently sees:

• 10–15% conversion to Opportunity rate
• Higher campaign efficiency
• More confident sales & marketing alignment on who to target

And it saves our team hours of manual research every month.

Set this up in UserGems

1.  Log into UserGems
2.  Open Audiences
3. Apply signals that are important to you or just select ‘With Signals’ and we’ll do the rest.
4.  Review the list and export your ABM targets

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