- February 28, 2023
- Posted by: Gopal Krishna
- Categories:
As marketing & sales professionals, we may identify Total Addressable Market (TAM).
In most cases, TAM tend to be broader and bigger size, limiting our ability to target the entire market.
The best way to narrow down the TAM is to build a “Target Accounts List (TAL).”
This list can include; existing customers, prospective customers and channel partners
Why do we need TAL ? 🤔
A. Channelize limited resources to maximize ROI
B. Cross-teams collaboration – marketing, inside-sales, sales and operations
C. Accountability
D. Results
✅ “5 Ways” to build Target Accounts List (TAL) :-
1. Evaluate your current customer base to create a “lookalike” model
2. Leverage your list of named accounts, which include verticals and strategic accounts
3. Use data to generate a list of companies, and then have a discussion with your sales team to validate a set of target accounts
4. Use account identification technology to determine the high-value accounts most likely to buy and best individuals within those accounts
5. Use “intent data” as an additional filter criterion
🌈 Data segmentation could be the next step to create different campaign programs! More in the next post.
#listbuilding
#accountbasedmarketing
#dataanalytics
#b2bleads
#targetmarket
