Named Accounts
Definition
Named accounts are specifically selected companies in sales.
Instead of a broad anonymous target group, certain organizations are targeted specifically. Selection and approach are based on the ideal customer profile and available resources.
Simply explained
The team knows exactly which companies it wants to reach.
Why it matters in practice
A limited list facilitates coordinated research and personalized approach.
Example from business
Hypothetical example: A service provider selects 30 suitable manufacturing companies for an industry offer.
Limits and pitfalls
- A desired customer is not yet a sales opportunity. Unverified personalization may be based on incorrect assumptions.
Origin & history
The term is common in B2B sales and account-based marketing.
Use in mid-sized companies
- SMEs can focus sales and marketing on a few relevant companies.
Frequently asked questions
Does this refer to individual contacts?
Primarily companies; suitable contacts are assigned to them.
Sources
- Target Accounts — · HubSpot: Target Accounts —
Editorially reviewed on: