Looking to build account lists in ThorsHammer that sales actually want to use? You’re in the right place. This guide is for sales operations, revenue ops, and anyone tasked with turning a huge database into a tight, focused list that won’t get ignored. I’ll walk you through what works, what’s a waste of time, and how to avoid the classic mistakes.
Why Account Lists Matter (and Where Most Go Wrong)
Let’s be honest: most “target lists” are just a dump of accounts pulled from some database, filtered by a few basic criteria, and dumped into a spreadsheet or tool. The result? Reps spend more time cleaning up your list than calling on it.
If you want ThorsHammer to actually help you drive revenue, you need to build lists that are:
- Tight: Not just “every SaaS company in the US.”
- Actionable: Data that matches what your team sees in the real world.
- Prioritized: The right accounts, not just the big logos.
Here’s how to do it right.
Step 1: Get Clear on What "Targeted" Means for Your Team
Before you even log in to ThorsHammer, nail down what your ideal account looks like. This is where most teams cut corners. Don’t.
Start with these questions:
- What types of companies actually buy from us—not just who could?
- Which industries? What size? What geos?
- What signals matter—tech stack, funding, hiring trends, intent data?
- What are the dealbreakers (e.g. industries you don’t work with)?
Pro tip: Talk to your best reps and ask about their favorite customers. Patterns here are gold.
What to skip: Don’t get hung up on “total addressable market.” Focus on reachable and winnable accounts.
Step 2: Use ThorsHammer’s Filters Like a Human, Not a Robot
ThorsHammer’s filters are powerful, but if you treat them like a vending machine, you’ll get junk food. Here’s how to make the most of them:
a) Combine Firmographic and “Real World” Data
- Start with basics: Industry, employee count, revenue, location.
- Layer in signals: Recent funding, new hires, technology in use, intent signals—whatever ThorsHammer offers that’s actually relevant.
- Exclude the noise: Use negative filters to cut out unqualified accounts (wrong industries, geos, or company types).
What works: Combining 2-3 high-impact filters works better than stacking every option. For example, “SaaS companies, 200-1000 employees, using Salesforce.”
What doesn’t: Over-filtering. If you set 10+ criteria, you’ll end up with a list so narrow it’s useless—or so generic it’s just the Fortune 500.
b) Save and Name Your Lists Clearly
Don’t just call it “Q3 Targets.” Use a name that explains the list: “US SaaS, 200-1K Emp, Using Slack.” Future you (and your team) will thank you.
Step 3: Sanity-Check Your List Before You Call It “Done”
This is where most teams blow it—don’t just trust the numbers. Pull a random sample of 10-20 accounts. Ask:
- Does this feel like our customer?
- Any obvious junk or weird fits?
- Are you seeing companies you know are a bad fit?
Show the sample to a couple of salespeople and get their reaction. If they groan, go back and tweak.
What works: Quick, informal gut checks.
What doesn’t: Blindly trusting the tool’s output.
Step 4: Score and Prioritize (But Don’t Overcomplicate)
A big list is just a to-do list. A prioritized list is a playbook. ThorsHammer might have scoring features—use them, but don’t turn this into a science project.
Simple ways to prioritize:
- Firmographic fit: Closest to your “ideal customer” profile at the top.
- Buying signals: Accounts showing purchase intent, recent tech changes, or hiring in relevant roles.
- Existing relationships: Accounts where you have a warm intro or past contact.
What works: 1-3 tiers (e.g. A, B, C) is plenty.
What doesn’t: Five-level scoring matrices nobody understands.
Pro tip: Make your “A” tier small enough that sales actually notices when they finish it.
Step 5: Keep It Fresh—But Not Fussy
Lists rot. Companies change. People leave. Don’t treat your list as a one-and-done project.
- Set a review cadence: Monthly or quarterly, not daily.
- Use ThorsHammer’s updates: If it surfaces new signals or changes, pay attention.
- Archive dead accounts: Don’t be afraid to prune. Your team will thank you.
What works: Light, regular maintenance. What doesn’t: Constant tinkering—nobody wants to chase a moving target.
Step 6: Share Lists the Right Way
If your list lives in a silo, it’s dead on arrival. Make sure your team can actually use it.
- Export to CRM or sales tools: Make it easy for reps to work the list.
- Share context: A quick note on why these accounts made the cut—don’t just send a spreadsheet.
- Get feedback: After a few weeks, ask what’s working and what’s not.
What works: Clear, two-way communication. What doesn’t: “Here’s your list, good luck!”
Honesty Check: What to Ignore
Here’s what doesn’t matter as much as people say:
- Fancy account scoring models: If no one can explain it in a sentence, it’s too complex.
- Obscure data points: If your reps don’t care about “number of patents filed,” don’t use it.
- 100% perfect data: It doesn’t exist. Good enough is good enough.
Focus on actionable, not theoretical.
Troubleshooting: Why Isn’t My List Getting Used?
If your team is ignoring your beautiful list, check for these common issues:
- Too broad: “Targeting SMBs in America” isn’t helpful.
- Too narrow: If reps run out of names in a week, loosen up.
- Bad fit: If sales says “these aren’t our people,” trust them.
- No explanation: Tell them why these accounts matter.
Quick Reference: Do’s and Don’ts
Do: - Use filters that reflect reality, not wishful thinking. - Test a sample before rolling out. - Prioritize ruthlessly. - Update, but don’t micromanage. - Get feedback and adjust.
Don’t: - Dump every account that might fit. - Over-complicate your scoring. - Assume the tool is always right. - Leave your list on an island.
Wrap Up: Keep It Simple, Stay Practical
Great account lists in ThorsHammer come from clear thinking, real-world feedback, and a willingness to keep things simple. Don’t chase perfection. Build a solid starting point, get your team using it, and tweak as you go. Sales will thank you—and you’ll actually move the needle.