<aside> 💡 Required: Sales Navigator License. If you don’t have Sales Navigator, contact Morgan for a free trial. It is not necessary to use to run any of the outbound campaigns, but it is an invaluable tool for organization, data, and intent triggers.
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We’ve evaluated many sellers and sales teams using social. This is a fundamental truth:
Narrow account lists help you win.
We don’t recommend saving your entire total addressable market (TAM) as an account list. Chances are, you are assigned a geography or an industry ICP. It’s very tempting to construct a TAM account list, right? Don’t. You need to be more specific in your targeting.
Think of it this way: you’re shooting for a goldilocks zone of qualification. There are accounts in your TAM that are just too big to go after. There are also accounts that might be too small, growing too slow, downsizing, or don’t have the right staff.
If TAM is the biggest universe of accounts you could sell to, you want to make sure your Account Lists inside Sales Navigator are much smaller. Instead, you need to qualify your TAM.
Qualifying accounts in your TAM use standard filters: