If you're in B2B sales or marketing and you're feeling swamped by spreadsheets, off-the-shelf CRMs, or just plain chaos, this guide is for you. Building a good target account list in Opnbx can save you a ton of wasted effort. But let’s be real: most people overcomplicate the process or chase flashy features that don’t move the needle. Here’s how to actually get it done — step by step, with honest advice on what matters and what you can safely skip.
Step 1: Get Clear on What a “Target Account” Means for You
Before you even log in, stop and ask: who should be on your list? Not every company that’s ever downloaded a whitepaper or clicked a link. You want accounts that are a real fit for what you sell.
Here’s what to define:
- Firmographics: Industry, company size, geography — the basics. Don’t get lost in the weeds; pick what genuinely matters.
- Pain points: What problems do these companies actually have that you solve?
- Realistic buyers: Can you actually sell to them? Or are they too big/small/locked-in to competitors?
- ICP (Ideal Customer Profile): Write it on a napkin or in Notepad. Doesn’t need to be fancy.
Pro tip: If you’re not sure, look at your last 5–10 deals. What did those companies have in common? Start there.
Step 2: Gather Your Raw List
This is the unglamorous part. You need a starting pile of accounts — not just names, but enough info to go on.
Where to get this info:
- Your CRM: Export what you have. Yes, it’s probably messy. That’s fine.
- Lead lists: LinkedIn Sales Navigator, Apollo, ZoomInfo, or whatever you use.
- Internal referrals: Ask your team — who’s talking to interesting accounts?
- Old email threads: Seriously, you’ll find gold in forgotten inboxes.
What to avoid: Don’t buy sketchy lists from random vendors. They’re full of junk data and will just clog up your process.
Columns you actually need:
- Company name
- Website
- Industry (if you care)
- Company size or revenue (rough is fine)
- Contact(s) if you have them
That’s it. Don’t waste time tracking 25 fields you won’t use.
Step 3: Clean Up the Data
Garbage in, garbage out. If you dump a bunch of duplicate, outdated, or obviously-wrong accounts into Opnbx, you’ll just make a mess you’ll have to clean up later.
How to do a quick cleanup:
- Remove duplicates: Easy to spot with a spreadsheet.
- Sanity-check websites: If it’s “test.com” or the site doesn’t load, drop it.
- Filter out obvious misfits: If your ICP is SaaS, why is “Joe’s Used Tires” on your list?
- Standardize fields: “500-1000” vs. “501-1000 employees” — pick one format.
Pro tip: Don’t let perfect be the enemy of good. If you’re 80% sure, keep it and move on.
Step 4: Import Your List into Opnbx
Now that you’ve got a clean list, it’s time to get it into Opnbx.
Here’s how to do it:
- Log in to Opnbx.
- Go to the Accounts section. It’s usually in the main menu.
- Find the Import option. Most versions have a “Import Accounts” or “Bulk Upload” button.
- Upload your CSV file. If you’ve got your data in Excel, save it as a CSV first.
- Map your fields: Opnbx will ask you to match your columns to its own fields (e.g., “Company Name” to “Account Name”).
- Review and confirm. Double-check for red flags or obvious mismatches.
What can go wrong:
- Column mismatches: If your headers don’t match what Opnbx expects, you’ll get errors. Rename as needed.
- Weird characters: Emojis, odd punctuation, etc. can trip up some systems. Keep it simple.
- Duplicates: If you already have these accounts in Opnbx, you’ll need to decide whether to merge or skip.
Don’t obsess: If something goes sideways, you can always re-upload or tweak the list. It’s not permanent.
Step 5: Create Your Target Account List
This is where you make your “VIP” list in Opnbx, so it stands apart from your general accounts.
In Opnbx, do the following:
- Go to Lists or Segments. The terminology might differ, but look for the feature that lets you group accounts.
- Create a new list: Name it something obvious, like “2024 Target Accounts.”
- Add accounts to the list: You can usually select accounts in bulk and assign them to your new list.
- Set your filters: If you want to get fancy, you can filter by industry, region, or whatever matters most.
What works:
- Keep it short: 50–200 accounts is plenty for most teams. If your list is 1,000+, you’ll never give them real attention.
- Make the list visible: Everyone on your team should know where to find it.
- Update as you go: If you learn an account isn’t a fit, take it off. Add new gems as you discover them.
What doesn’t:
- Hiding the list: If it’s only in your head or in a private folder, it’s useless.
- Trying to please everyone: Your list won’t be perfect. That’s fine.
Step 6: Add Key Details & Owners
A list with no context is just a phone book. Instead, add enough info so your team actually knows what to do.
What to add:
- Account owner: Who’s responsible for this account? Assign a real person.
- Notes or tags: Why is this account on the list? Did someone refer them? Hot opportunity? Quick note goes a long way.
- Status: New, researching, contacted, whatever fits your workflow.
How to do it:
- Opnbx usually lets you add custom fields or notes. Use these, but don’t go crazy. Two or three fields are enough.
Real talk: Don’t force people to fill out a dozen fields. They’ll just make stuff up or skip it.
Step 7: Share and Use the List (or It’ll Rot)
A target account list isn’t a trophy — it’s a tool. If nobody uses it, it’s pointless.
How to make sure it gets used:
- Share the link: Most CRMs let you share a saved list or view. Bookmark it and drop it in Slack, Teams, or email.
- Set a cadence: Review the list every week or two. Who’s moving forward? Who’s stuck?
- Tie it to your outreach: If you’re running campaigns, make sure they pull from the target list, not random leads.
What to ignore: Don’t worry about building fancy dashboards or running endless reports right away. Focus on action — calls, emails, meetings — with these accounts.
Step 8: Review, Trim, and Improve
Your first list won’t be perfect. That’s normal. The real value comes from updating it based on what you learn.
How to keep it fresh:
- Drop accounts that ghost you: If you’ve tried and failed for months, move them off. No shame.
- Add new high-potential companies: Did someone refer you a great fit? Add them right away.
- Tweak your ICP: If you keep closing deals with a different profile than you expected, update your criteria.
Pro tip: Block 30 minutes a month to clean up and review the list. Otherwise, it’ll drift into irrelevance.
Wrapping Up: Keep It Simple, Stay Real
Building a target account list in Opnbx isn’t rocket science — and it shouldn’t be. The biggest mistake is overcomplicating things or chasing shiny features. Start with a solid, focused list, keep it visible, and update it as you go. You’ll get better results with a tight, living list than with a bloated, forgotten database.
Don’t wait for perfect data. Don’t let it get stale. Keep it actionable, and you’ll actually see results. Go on — get your list built, and get moving.