Introduction

Success in B2B marketing and sales doesn’t start with outreach—it starts with focus. Identifying and prioritizing the right accounts ensures your team spends time and resources on prospects that are most likely to convert. In Account Based Marketing and Sales (ABM/ABS), this foundational step can make or break your entire strategy.

Why Target Account Selection Matters

• Higher ROI: Resources go toward high-potential opportunities.

• Better Personalization: Tailored messages perform better.

• Efficient Team Alignment: Focused effort leads to better collaboration between sales and marketing.

Defining Your Ideal Customer Profile (ICP)

Create an ICP based on:

• Firmographics (company size, industry, location)

• Technographics (tools and software used)

• Behavioral signals (website visits, event attendance)

• Historical deal data

Using Data to Prioritize Accounts

Tap into:

• CRM insights

• Intent data from tools like Bombora, G2, or 6sense

• Website behavior analytics

• Third-party enrichment platforms (Clearbit, ZoomInfo)

Tiering Your Target Account List

Segment accounts into tiers:

• Tier 1: Strategic, high-value accounts (one-to-one outreach)

• Tier 2: High-fit but less complex (one-to-few)

• Tier 3: Broader fit, scalable engagement (one-to-many)

Cross-Functional Collaboration

• Sales provides frontline insights on buyer behavior

• Marketing contributes audience data and engagement metrics

• Customer success shares expansion opportunities

Account Scoring Models

Assign scores based on:

• Fit (firmographic, technographic)

• Intent (research activity)

• Engagement (past interactions)

• Opportunity size

Balancing Quality with Quantity

Avoid the temptation to build bloated lists. Quality beats quantity when it comes to converting high-value prospects.

Leveraging Predictive Analytics

AI and machine learning tools can help forecast which accounts are likely to close based on past performance and lookalike modeling.

Tools for Target Account Identification

• Salesforce: Custom reports and dashboards

• HubSpot: ABM tools and properties

• Terminus/RollWorks: Account targeting and engagement insights

Case Study: Smarter Targeting, Bigger Wins

A B2B SaaS company refined their ICP, used predictive analytics, and focused outreach on just 50 Tier 1 accounts—resulting in a 3x higher close rate compared to broader campaigns.

Conclusion

Identifying targeted accounts isn’t just the first step in ABM—it’s the most important one. A refined, data-backed list sets the stage for everything else: personalized outreach, content alignment, and ultimately, closed deals. Be strategic. Be selective. Be data-driven.