# Should I target accounts or contacts first?
> Pick the company if the deal is big and political. Pick the person if the product is bought by one founder or one team lead. Most B2B motions need both, in that order.
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Account-first means you choose companies that fit, then map who inside can champion and who can sign. That is right when several people have to agree, or when one logo is worth a month.

Contact-first means you search titles across many companies. That is right when a single practitioner can buy, or when you are still guessing the ICP and need conversations.

Doing contact-first into random logos produces meetings that cannot close. Doing account-first with no named human produces pretty account lists and no threads. Start with the constraint: who can say yes this quarter.

On LinkedIn, account-first looks like Navigator account lists plus two or three people per company. Contact-first looks like a title search. Do not message six people at the same company with the identical note on the same day.

If you are a solo founder, contact-first into a tight ICP is usually faster. Add account discipline when deals get bigger or when you keep "winning" chats with people who have no budget.

## Related

- [How do I build a LinkedIn prospecting list?](https://omentir.com/help/how-to-build-a-linkedin-prospecting-list.md)
- [How do I find decision makers on LinkedIn?](https://omentir.com/help/how-to-find-decision-makers-on-linkedin.md)
- [How do I qualify a LinkedIn lead?](https://omentir.com/help/how-to-qualify-a-linkedin-lead.md)

## Frequently asked questions

**How many people per account?**

Two or three is plenty at first: champion, economic buyer, maybe a practitioner. Ten parallel pitches is a raid.

**What if the champion and the buyer disagree?**

That is a real deal. Keep both threads honest. Do not play them against each other in writing.

**Is ABM just account-first with a budget?**

ABM usually means marketing and ads around those accounts too. You can still do account-first outbound without a full ABM program.

**Should the same sequence hit the whole account?**

Same offer, different first lines by role. The CFO does not want the AE ramp story.

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