Blueprint: Calculating your target account list

Winning by Design Blueprint: Calculating your target account list

When running an account-based strategy, a fundamental part of that process is selecting and prioritizing your target account list.

But how do you choose which accounts are on that list?

Three key factors should play a part in determining that magic number of target accounts:

  • Deal size: The larger your deal size, the more time it will take to orchestrate your accounts and the more rep hours you’ll need.
  • Resources: The more account team support you have in the form of account based marketers, account development reps, and sales engineers, the larger the pool of accounts you can have.
  • Sale complexity: If your solution requires education, integrations, or significant change management, you’ll need a more high-touch approach (and more resources).

While there’s no one-size-fits-all approach to selecting and prioritizing your accounts, this blueprint explains a recommended approach to calculating your total target account list by tier.