Zero In On Your Targets How To Segment Your First Account List Tomorrow’s winning B2B companies will be the ones that are able to ingest new account data sources and take action on that intelligence the quickest, but if you’re just getting started, you may need to start out simple and iteratively get more advanced. Choosing How Many Accounts To target According to where you are on your account-based mission, you probably want to target anywhere from 100 - 1,000 accounts. The number of accounts depends on how many salespeople will be involved, your opportunity and revenue goals, and standard Full Rollout conversion rates. Your goal should be to achieve greater conversion rates, but you can start with your current baseline. In general, the earlier you are in your account-based journey, the fewer sales reps you want to have involved in the program. If you are running a pilot program, it is critical to Initial Rollout lead with a small group of your best sales reps. A small group allows you to stay close to what is happening and enables optimal feedback and communication. As you expand past your pilot you should bring on a larger test group to see how Pilot the program scales with a larger set of salespeople and target accounts. Once you’ve tweaked the program to perform well at scale you can expand across an even larger set of salespeople. The Complete Guide to Effective ABM Targeting 18