Nor would sales development reps create

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And that your marketing team must stop all its inbound generation efforts and—instead—help you reach people in your target accounts. The big takeaway? Grab your spear. But don’t throw away the net. How SalesLoft created its list of target accounts When SalesLoft adopted ABM, the biggest thing that changed was the way it created its lists of target accounts.


No longer would marketing create leads and “throw them over the france cell phone number list wall” for sales to qualify.heir own lists using LinkedIn and then hammer them through cultivation sequences. Today, account lists are created through a collaboration between sales and marketing. Together, the teams decide which companies to target and which ones are the most important.


Then, they assign those accounts to different members of the SDR team—with marketing supporting their efforts. image 1 How do they decide which accounts to include? By looking at what makes their best customers great. “I think one of the most difficult things for us was creating the list,” said Brad Ansley, manager of sales development at SalesLoft.