What is Target Account Selling?

TL;DR – What Is Target Account Selling (TAS)?

Target Account Selling, or TAS, is a focused, account-based approach. You start with a list of companies that match your ideal customer profile, then concentrate resources on winning those accounts. You identify real decision makers, watch for buying signals, and speak to their situation directly.

Done right, TAS lifts win rates, increases deal size, and makes revenue more predictable. When it is backed by strong RevOps that keeps data, tools, and teams in sync, TAS turns from a tactic into a growth engine.

How TAS Works in Practice

Define your ICP

Get clear on industries, company size, tech stack, triggers, and patterns from your best customers. Build a profile that tells reps where to focus, not a wish list that sends them in circles.

Build the list

Use ZoomInfo, LinkedIn Sales Navigator, and your CRM to create a clean target account list. The quality of the list decides the quality of the pipeline.

Map the buying committee

One person rarely decides in B2B. Identify champions, influencers, and budget owners for each account.

Craft plays that hit home

No generic outreach. Every touch, call, email, or ad, should connect to that account’s goals, challenges, or projects in motion.

Measure, learn, adjust

Track engagement, deal velocity, and conversion by account. Double down on what works. Drop what does not.

TAS vs. Spray-and-Pray Selling

Spray-and-pray is easy to start and hard to close. TAS takes discipline to start, then makes closing easier.

Related Content: Pipeline Optimization for Moving Deals Forward in HubSpot

TAS + RevOps = Predictable Growth

Many teams try to run TAS as a new flavor of prospecting. That fails. Without RevOps, TAS is a list and a hope. RevOps keeps the CRM clean, locks in lead routing, and gives you reporting that shows which accounts are heating up and which are stalling. When sales, marketing, and ops are aligned, TAS becomes the way you sell. You know where the best revenue will come from and when it is likely to close.

Where the Revenue Efficiency Model Fits

The Revenue Efficiency Model is the bigger picture that makes every go-to-market move feed growth. The five pillars are Keep, Grow, Multiply, Convert, and Expand. TAS lives in Expand, hunting and winning net-new accounts. It also supports Grow by deepening relationships and upselling the right clients, and Convert by moving qualified deals through faster.

Want the full breakdown? Explore the Revenue Efficiency Model in Quantum Academy .

Common Target Account Selling Mistakes to Avoid

• Picking accounts on gut, not data. Let actual customer data shape the ICP and list.
• Marketing and sales out of sync. If one team chases volume while the other chases whales, you get conflict, not revenue.
• No account plans. If you cannot name the champion, blockers, and triggers, you are winging it.
• Over-customizing every touch. Personalize with a framework. If every asset is built from scratch, you run out of time.

Your TAS Criteria Cheat Sheet

Tape this to the monitor. A real target account should:

• Match your ICP by industry, size, and tech stack.
• Show a clear pain or growth trigger you can solve.
• Include reachable decision makers with budget authority.
• Show signs of being in, or approaching, a buying cycle.
• Fit your average deal size and typical sales cycle length.

If it misses these, it is not a target. It is a distraction.

The Bottom Line on TAS

Target Account Selling is not a fad. It is the practical response to shrinking budgets, longer cycles, and crowded inboxes. Run it well and you get a cleaner pipeline, predictable revenue, and a team that spends less time chasing the wrong deals. Schedule a Meeting >>