How to Create and Manage Target Account Lists in Extrovert for B2B GTM Success

Getting a B2B go-to-market (GTM) motion right hinges on targeting the right accounts, not just “spraying and praying.” If you’re running a sales, marketing, or RevOps team and want to actually move the needle, you need a solid target account list—and you need to keep it useful, not just “done.” This guide walks you through how to do that inside Extrovert, the sales tool built for people who hate busy work.


1. Why Bother With a Target Account List?

Let’s get this out of the way: if you’re blasting generic pitches to 1,000 random companies, you’re wasting your time. A target account list lets you:

  • Focus your team’s energy on the companies that actually matter
  • Personalize outreach more efficiently
  • Measure what’s working and what isn’t

But don’t overthink it. The goal isn’t a perfect list—it’s a useful one you’ll actually use and update.


2. Prepping Before You Log Into Extrovert

Before you touch a tool, get your own house in order:

  • Define ICP (Ideal Customer Profile): Who are your best-fit customers? Use firmographics (industry, size, region), tech stack, pain points—whatever actually matters for your team.
  • Involve Sales and Marketing: Don’t let one team own this. If marketing’s sending MQLs sales hates, nobody wins.
  • Data Sources: Pull your customer list, closed-lost deals, and any “wish list” accounts. You don’t need a fancy data provider to start.

Pro Tip: Don’t get lost in ICP debates. Pick 3-5 criteria, gut-check with your team, and move on.


3. Step-by-Step: Building Your First Target Account List in Extrovert

Now, let’s get practical. Here’s how to actually build a target account list in Extrovert, without getting lost in the weeds.

3.1. Log In and Navigate to “Target Accounts”

  • Once you’re in Extrovert, look for “Target Accounts” or “Account Lists” in the sidebar. (If your org renamed it, you’ll still find it—Extrovert keeps navigation pretty simple.)
  • Click “Create New List” or whatever your UI version calls it.

3.2. Import or Add Accounts

You can add accounts in a few ways:

  • CSV Upload: If you’ve got a spreadsheet, upload it directly. Extrovert’s import tool is less buggy than most, but double-check field mapping (especially for domains and company names).
  • CRM Integration: If you’ve hooked up Salesforce, HubSpot, or whatever you use, you can pull in accounts directly. Watch for duplicate records—no tool is perfect.
  • Manual Add: For one-offs or a short list, just type them in.

What works best: Start with a small, high-confidence list. Don’t import 5,000 “maybes” and then wonder why nobody follows up.

3.3. Tag and Segment Accounts

Extrovert lets you tag accounts with custom labels (e.g., “Tier 1”, “Renewal Q3”, “Lost 2023”). Use this to:

  • Prioritize outreach
  • Assign owners (e.g., by territory or AE)
  • Track campaign membership (like “Invited to Webinar”)

Don’t: Create a bunch of tags nobody uses. Stick to what your team actually cares about. If everyone ignores “High Potential,” kill the tag.

3.4. Set Account Owners and Teams

Assigning an owner makes follow-up real. You can:

  • Assign individuals (like an AE or SDR)
  • Assign teams (for ABM or shared territories)

This also lets you filter reporting by owner/team later. If nobody’s accountable, nothing happens.

3.5. Enrich and Clean Your Data

Extrovert can pull in firmographics and contact info if you’ve got enrichment enabled. Honestly, no data provider is perfect and you’ll find gaps.

  • Double-check domains and company names for duplicates or typos.
  • Remove junk (like “Test Company” or very old records) right away.
  • Enrichment is helpful, but don’t expect it to magically give you the CEO’s cell number.

4. Managing and Iterating Your Account List

A target account list isn’t “set and forget.” Here’s how to keep it useful:

4.1. Regular Reviews

  • Schedule a monthly or quarterly review. (Yes, put it on the calendar.)
  • Remove dead accounts, add new ones, and re-rank if needed.
  • Get feedback from sales on which accounts are duds.

4.2. Sync With Other Tools

  • Extrovert can push updates to Salesforce, HubSpot, Outreach, etc.
  • If you’re syncing, set up rules to avoid overwriting good data with junk.
  • Manual exports are fine if you’re small—don’t over-automate too soon.

4.3. Track Progress and Results

Use Extrovert dashboards to see:

  • How much coverage you have (e.g., how many accounts have contacts, open opps, etc.)
  • Engagement stats (meetings booked, emails sent, replies received)
  • Pipeline and revenue by account list/segment

What to ignore: Vanity metrics like “number of accounts touched.” Focus on meetings, pipeline, and revenue.

4.4. Adjust Your List Based on Real Results

If you notice all your best deals come from a certain segment, double down there. If a chunk of accounts is ghosting you quarter after quarter, swap them out.


5. Pro Tips (and Pitfalls to Avoid)

  • Don’t build a “wish list” you never actually work. If an account isn’t getting real activity, prune it.
  • Start small, then scale. A tight list of 50-100 accounts is way more actionable than 1,000 you’ll never cover.
  • Document your process. Write down how you pick, add, and remove accounts. Share it with new hires.
  • Don’t let tools dictate your process. Use Extrovert for what it’s good at (easy management, integrations, team visibility), but don’t chase features you don’t need.
  • Garbage in, garbage out. If your source data is messy, your list will be too. Take 10 minutes to clean before importing.

6. Keeping Your Target Account List Useful (Not Just “Complete”)

It’s easy to get caught up in tools, tags, and fancy dashboards. Don’t. The real value comes from having a list your team actually uses—to focus, personalize, and iterate.

  • Keep it simple.
  • Review it regularly.
  • Don’t be afraid to change it up when things aren’t working.

You don’t need another “strategic initiative.” You need a list that works for your team, and a process you’ll actually stick with. Iterate, learn, and keep moving.