Build your Target Account List

🎥 Watch the demo

Check out the full video of Demandbase Tip #1 – Building Your Target Account List, where I walk you through all the steps right in the Demandbase interface.

Stop hunting for leads at random.

The success of your Account-Based Marketing (ABM) strategy starts with one simple but fundamental element: identifying the right accounts.

In this first episode of the Demandbase Tips series, I show you how to build your Target Account List (TAL) in Demandbase, step by step.

The goal: to focus your marketing and sales efforts on the companies most likely to buy.

Why the Target Account List is essential to your ABM strategy

Unlike a traditional lead management strategy, where the goal is to fill the funnel with contacts, ABM takes the opposite approach:

you choose your strategic accounts once and for all, then align marketing and sales to work together on those same accounts throughout the buying journey.

This approach guarantees:

• Better use of the marketing budget
• Total consistency between marketing campaigns and sales activities
• An increase in conversion rates and average deal size

Building your account list in Demandbase

Demandbase makes it easy to create and update a list of key accounts by combining your internal data with enriched external data (firmographic, technographic, predictive, and behavioral).

Here are the steps I show in the video 👆

1. Start with your existing accounts

Import your list of strategic accounts from your CRM (Salesforce, HubSpot, etc.).

This is your starting point: accounts already identified by sales.

2. Add your firmographic criteria