Table of contents3
The ABM target account list is the most important artifact in modern marketing. Get it wrong and everything downstream fails. Related: <a href="/blog/outbound-for-marketing-teams">Outbound for marketing teams</a>.
Start with a data-backed ICP
Pull your last 24 months of closed-won deals. Cluster on 6 dimensions: industry, headcount, tech stack, funding stage, HQ region, buyer persona. Your ICP is the top 2 clusters.
Score every account
Fit (0–100 based on ICP match) × Intent (0–100 based on buying signals). Anything above 60 × 60 goes into the target list.
Refresh quarterly, not annually
Signals move faster than annual planning. Refresh the target list every 90 days and expect 20–30% churn.
Tags:ABMTarget Account ListPlaybook
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