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ABM Target Account List Builder

Build and prioritize your ABM account list with firmographic data, intent signals, engagement scores, tier criteria, and campaign planning tabs.

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What's Inside

Build a target account list your sales and marketing teams can act on

This workbook gives ABM teams a structured way to turn raw account research into a prioritized campaign plan. It includes account fields, scoring weights, tier criteria, and a campaign planner for Tier 1, Tier 2, and Tier 3 outreach.

Account Research Table

Capture company name, website, industry, revenue, employee count, geography, tech stack, buying role, owner, CRM ID, and notes.

Weighted Scoring Model

Score fit, intent, and engagement signals with separate weights so recommended tiers are based on clear criteria.

Tier Criteria Guide

Define what qualifies an account for Tier 1, Tier 2, or Tier 3 using firmographic and technographic criteria.

Campaign Planner

Map accounts to personalized plays, owners, channels, start dates, status, budget, meetings, and pipeline created.

What the template includes

The workbook is organized around the decisions ABM teams make before campaign launch: which accounts matter, how they should be scored, which tier they belong in, and what campaign motion each tier receives.

01 Account List
Enter target accounts with ICP details, key buying roles, contact information, account owner, pipeline stage, active campaign, and CRM record ID.
02 Scoring Model
Rate each account across industry fit, company size, budget, tech stack, geography, intent, engagement, and sales activity.
03 Tier Criteria
Document the firmographic and technographic rules that separate strategic accounts from priority and programmatic accounts.
04 Dashboard
Review account coverage and tier distribution so leadership can see whether the ABM list is balanced.
05 Campaign Planner
Plan Tier 1, Tier 2, and Tier 3 tactics with channels, personalization approach, timelines, budget, engagement, meetings, and pipeline.
06 Notes and Next Steps
Use the notes fields to preserve research context, intent signals, conference interactions, or sales feedback.

Who This Template Is For

ABM marketers, demand generation leads, revenue teams, SDR leaders, and growth teams building a target account list for 1:1, 1:few, or 1:many campaigns.

How To Use It

Fill the account list first, then adjust the scoring criteria to match your ICP. Review the recommended tiers, confirm ownership with sales, and use the campaign planner to decide which accounts receive bespoke outreach, segmented plays, or programmatic nurture.

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