- Target account list agreed with sales in your CRM before any spend.
- One shared definition of SALs: both teams sign.
- Outreach is built on what each account is living operationally, not on your product roadmap.
- The event or format that gets those accounts into a room.
- A handover sheet per account for the sales follow-up.
- Not included: cold outbound sequences, SDR resourcing, CRM implementation.