Back when direct mail was a staple of B2B marketing, everyone involved knew your list could make or break your marketing. Yes, your offer, creative and message mattered too, but the list was the biggie.
Today, the right B2B Target Account List is even more important if you are adopting account-based marketing, but it doesn’t spark the same passion that discussions of postal and email list sources did a decade ago. After all, you know what companies to target, right? Sadly, the answer is usually no.
If you are a B2B marketer and you are adopting an account-based approach in any portion of your marketing, it is time to find that passion for “the list” again. Fortunately, the tools and resources are available today to create more effective target account lists than ever before. Here are three categories of accounts you should include, and how to find each one.