ABM relies on trust between sales and marketing: the moment a rep can't explain why an account is hot, or gets a signal that's too vague to act on, they stop working your list. This session covers the hidden leakage that most ABM programs miss — the handoff — and how to give reps contact-level detail: why the account spiked, who's on the buying committee (with up-to-date phone and email data), and what to say on the call. So when marketing moves an account into the hot zone, sales can actually close it out.