ABM 1:1 questions around target account to sales leadership?

One of the keys here is to establish an objective, quantifiable way to qualify (or disqualify) accounts for your 1:1 program. If you don't, you'll end up with accounts that likely are not set up for success.

Establishing a scoring model similar to the below we did for one client, will help you have an objective conversation with your sales team, take the emotion out of it, and create a clear, shared language around what's important for 1:1 success.

Once you have scored all the "nominations" for the 1:1 program, you'll have a stack ranked set of accounts and can start the conversation there! Note: You might also want to build non-negotiables into the model (e.g. executive connections) - whereas if those connections are not present, the account is automatically disqualified.

Just because a sales rep wants to get into an account, doesn't make it a good fit for your program. And this sort of methodology helps eliminate those scenarios.

That being said, if they really push on you to take 1 or 2 accounts that don't fit your criteria, you may need to acquiesce out of the gates. What you'll likely see are that the accounts that were selected using your process will out-perform those selected purely by sales, and will give you the proof that sales needs to follow your process.

Hope that helps!