Definition
What is Target Account List?
The short answer
A target account list is the named set of companies a B2B team has chosen to pursue, selected and tiered by fit with the ideal customer profile and by potential value. It is the starting point of account based marketing and account based outbound.
Key figure
94%
Why it matters
The list is only useful if the team can reach the right people inside each account.
Put it to work
Where target account list matters on a program.
- ABM lead generationThe list is only useful if the team can reach the right people inside each account.Read more
- Account based marketing that generates sales conversationsTurn your target account list into qualified pipeline with coordinated email, LinkedIn, calling and buying committee outreach.Read more
- Add outbound execution to your demand generation engineConvert more of your target accounts into conversations by pairing your demand programs with coordinated outbound.Read more
Research
What the research says
94%
94% of buying groups ranked their preferred vendors before first contact with a seller, and the vendor preferred before engaging sellers still wins 80% of deals.
6sense, 2025 B2B Buyer Experience Report, Nov 2025. More than 4,000 buyers across North America, EMEA and APAC.
95%
The 95-5 rule: 95% of potential B2B buyers are out of market at any given time and will be in market sometime in the future.
LinkedIn B2B Institute, with the Ehrenberg-Bass Institute, B2B Institute research.
13 + 9
The typical B2B buying decision now includes 13 internal stakeholders and nine external influencers, rising for more complex or strategic purchases.
Related terms
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