If you’re running B2B marketing and tired of chasing dead-end leads, Account-Based Marketing (ABM) is probably on your radar. But the whole thing falls apart if your target account list is a mess—or worse, just a spreadsheet nobody uses. This guide is for marketers, sales ops, and anyone tasked with making ABM actually work, not just look good in a slide deck. Here’s how to set up target account lists in Terminus that you’ll actually use—and maybe even get results from.
Why Target Account Lists Matter (and Where Most Go Wrong)
Before you dive into the tools, let’s get one thing straight: your target account list is the backbone of your ABM. If it’s wrong, everything else is wasted effort. Here’s where most teams screw up:
- Too many accounts: Lists with 2,000+ companies are just another marketing blast, not ABM.
- No buy-in from sales: If sales isn’t on board, you’ll get ghosted when it’s time to follow up.
- Outdated data: Stale contacts and companies make your outreach look sloppy.
- Over-complicating segmentation: You don’t need a PhD in data science to get started.
Keep it focused, get buy-in, and don’t get seduced by shiny features you won’t actually use.
Step 1: Define Your Ideal Customer Profile (ICP)—For Real
Don’t skip this. Before you touch Terminus, get clear on who actually buys (and sticks with) your product.
- Look at real customers: Who pays, renews, and doesn’t drive support crazy?
- Nail down basics: Industry, company size, geography, tech stack, pain points.
- Use sales input: Ask your best reps who they love selling to—and who’s a nightmare.
Pro tip: Don’t make this a 50-slide project. Write down your criteria, share with sales, and get a thumbs-up (or honest pushback) before you go further.
Step 2: Gather and Clean Your Account Data
Garbage in, garbage out. Here’s how to avoid that:
- Start with your CRM: Export accounts that match your ICP. Don’t trust marketing lists you bought three years ago.
- Fix obvious issues: Remove duplicates, dead companies, and junk data.
- Fill in gaps: If you’re missing key info (like revenue or tech stack), use tools like ZoomInfo, Clearbit, or even LinkedIn—don’t expect Terminus to magically fill all the blanks.
- Standardize fields: Make sure “Industry” means the same thing across your systems.
What to skip: Don’t obsess over every data point. Focus on what actually matters for your ICP.
Step 3: Import Your Accounts into Terminus
Time for the hands-on part. Here’s how to get your list into Terminus without losing your sanity:
- Format your data: CSV is usually safest. Make sure each row is a company, not a contact.
- Map fields: When you upload, Terminus will ask you to match your columns (like “Company Name,” “Domain,” “Industry”) to its fields. Double-check these.
- De-dupe: Terminus will try to spot duplicates, but don’t trust it blindly. Review flagged records.
- Assign owners: If you can, assign each account to a sales rep or team. This keeps everyone honest later.
Heads up: Don’t just sync every account from your CRM—be picky.
Step 4: Build Segments That Make Sense
A “target account list” isn’t always just one list. Break things up in Terminus to keep campaigns sharp:
- By vertical: e.g., SaaS, manufacturing, healthcare
- By deal size: Enterprise, mid-market, SMB
- By sales stage: New targets, in pipeline, closed-won (for expansion)
- By region: If your team covers different geographies
What works: Start with 2-4 segments max. More segments make reporting a nightmare and don’t actually help unless you have the resources to run different plays.
Step 5: Sync with Sales and Get Real Buy-In
This is where most ABM programs die: marketing builds a list, sales ignores it. Here’s how to avoid that:
- Share the list with sales leaders: Walk them through who’s on it and why.
- Ask for feedback: Are there obvious duds? Missing accounts? Let them flag issues now.
- Lock in ownership: Make it clear which reps are responsible for which accounts.
- Set up alerts: Use Terminus to notify sales when target accounts engage (web visits, ad clicks, etc.).
Skip the endless meetings: A 30-minute working session beats a dozen emails and a Slack thread nobody reads.
Step 6: Launch Your ABM Campaigns—But Don’t Overdo It
Now your lists are set, but don’t try to run 12 campaigns at once. Here’s what actually works:
- Start small: Pick one segment. Run a pilot campaign with a clear message and simple goals (like getting meetings or driving demo requests).
- Use Terminus features that fit: Ads, web personalization, and account alerts are good starting points. Ignore the bells and whistles unless you have a real use case.
- Measure what matters: Focus on engagement from target accounts, not just clicks or opens.
Pro tip: Marketing and sales should review results together every couple of weeks. If something’s off, adjust the list or campaign—don’t just “optimize creative” and hope for the best.
Step 7: Maintain and Update Your Target Lists
ABM isn’t “set it and forget it.” Your best accounts today might be duds next quarter.
- Review quarterly: Remove accounts that are unresponsive or no longer fit your ICP.
- Add new accounts thoughtfully: Don’t just dump in every new lead—be deliberate.
- Update ownership: If reps change territories or leave, make sure accounts are reassigned.
- Refresh data: At least twice a year, update company info and contacts.
What to ignore: Don’t spend hours chasing down tiny changes—focus on accounts that could actually close.
What Actually Matters (and What to Ignore)
There’s a ton of hype around ABM platforms, but here’s the honest truth:
- What works: Tight lists, sales/marketing alignment, and regular tune-ups.
- What doesn’t: Overly complicated scoring models, 50+ segments, or “AI-powered” features you don’t understand.
- Ignore the noise: If a feature sounds cool but nobody on your team knows how it helps, skip it for now.
Keep It Simple—and Keep Iterating
A good target account list in Terminus is about clarity, not complexity. Start with the basics, get feedback, and keep improving as you go. Don’t wait for “perfect” data or a magical tool—just build a list you trust, get sales on board, and focus on real conversations with the right companies. That’s how ABM actually works.
Now go build a list you’ll actually use.