Subject areaRevenue and sales
A target account list (TAL) is the named list of companies on which an account-based marketing programme concentrates its work.
It is drawn from the ideal customer profile and, for each company, records the decision makers, the responsible seller and the priority.
It is usually split into tiers: a few accounts handled one by one with tailored actions, a few dozen treated in similar groups, the rest with broader actions. Its strength lies in the constraint: marketing and sales work on the same names.
An example
A filtration systems manufacturer starts from a hundred names that match its ideal profile. It picks fifteen for the top tier, with a dedicated analysis for each, and leaves the rest to a shared sequence of sector content.
Enrico Giubertoni. Licensed under CC BY-NC 4.0: you may quote, translate and adapt this entry with the author’s name and a link, stating any changes. For commercial use, write to info@enricogiubertoni.com
Spotted an inaccuracy or something that needs updating? Write to info@enricogiubertoni.com and help make this glossary a better place.
What are your business challenges?
Tell us about your priorities and the objectives you want to reach.
You will receive a free, targeted answer within one working day.