Target account list
A target account list is the set of accounts a revenue team intends to engage at an event, which the team matches to the CRM, tiers by fit, and assigns to owners before anyone travels.
You usually build it from the organizer’s attendee list, your team’s past scans at the same show, or CRM accounts near the venue. It pays off only when your reps trust it enough to act early.
Why does it need your reps’ trust?
When your reps can’t see why an account made the list, they often re-research their own territory first. By the time outreach starts, prospects have filled their calendars.
“They didn’t have strong confidence in the target account list… it took them weeks… then everybody already has plans for that night.”
A director of performance marketing at a B2B software company around $25M ARR, describing a prior role
Show a reason beside each account, such as an ICP tier with its scoring, so your reps have something to check and dispute. Put a named owner on every top account, and the list becomes a plan.
For the step-by-step version, see the pre-show target account list guide.
Where do you find it in FieldXM?
Import your list or build it in FieldXM. FieldXM’s account planning matches it to accounts and labels each one by where it stands with your team. It tiers each account Strategic, Target, Qualified, or Below, and shows your reps the reasons behind every score.
Owners come from your CRM. When your reps aren’t working a high-fit account at the show, FieldXM marks it as a coverage gap for you to fill.
Related terms
- Attendee listAn attendee list is the set of people a team expects at an event, from the organizer, the team's own past scans, or its CRM, and the raw input every pre-show account plan starts from.
- ICP tierAn ICP tier is a fit band derived from an account's ideal-customer-profile score, which sorts a long account list into a few ranked groups so the best-fit accounts get attention first.
- Account coverageAccount coverage is the measure of which target accounts at an event have an assigned owner and a first touch, so a team can confirm that its reps are working every high-fit account before the show.
- Coverage gapA coverage gap is a target account that will be present at an event and that your team hasn't given an owner or planned outreach for, visible in the account plan before the event.
- Pre-show planA pre-show plan is the shared document or workspace that sets an event's goals, target accounts, owners, meetings, logistics, and follow-up expectations before the team travels, and teams often circulate it as a kickoff doc.
- Account-based eventsAccount-based events are events a company chooses, plans, and works around a defined list of target accounts, with an owner and outreach for each account before, during, and after the event.
See it in FieldXM
- Account planningSee each account’s ICP tier and why, its CRM status, and its owner. Then use your HubSpot sequences or Salesforce cadences to reach the ones your reps aren’t working.
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