Glossary entry
TAL
Also known as Target Account List
The named list of accounts a sales org actively pursues — typically 200-2,000 accounts for ABM motions, 5,000-20,000 for volume outbound. The operational artifact ICP turns into: ICP is the rule, TAL is the list that obeys the rule. Built quarterly, refreshed monthly with new accounts that hit the ICP rubric threshold + accounts marked closed-lost-revive.
01Definition
TLDR
The named list of accounts a sales org actively pursues — typically 200-2,000 accounts for ABM motions, 5,000-20,000 for volume outbound. The operational artifact ICP turns into: ICP is the rule, TAL is the list that obeys the rule. Built quarterly, refreshed monthly with new accounts that hit the ICP rubric threshold + accounts marked closed-lost-revive.
02Why it matters
Without an explicit TAL, every SDR builds their own ad-hoc list and territory coverage drifts.
03Example
Worked example
Q3 TAL: 480 accounts across 3 segments (Series-C SaaS, post-IPO healthtech, Snowflake migrators). Refreshed monthly.
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