Sales · Find & Prepare
Turn your market definition into a list you can actually assign.
Give Doe the bounds of your market and it enumerates every company that fits, de-duplicates, tags the firmographics, and carves it into territories. Not a top-down number on a slide, the bottom-up account list your reps can work on Monday.
Works acrossDoeGoogle SheetsSalesforce
What you get.
Doe turns a market definition into the bottom-up account list behind it: an exhaustive, de-duplicated, firmographic-tagged set of every company that fits, carved into territories if you want, and refreshed as new entrants and acquisitions change the market. A TAM number on a slide is something sales cannot work; this is the assignable list underneath it.
Your TAM is a number on a slide. Sales cannot work a number.
The board deck says the TAM is forty thousand companies. Where did that come from? A top-down estimate, an analyst report, a multiplication nobody can audit. It is fine for a fundraising slide and useless to a sales team, because you cannot assign a number. You can only assign companies, by name, with an owner and a contact, and that list does not exist.
Building the real, bottom-up list means enumerating an entire market by hand: every company that fits, de-duplicated, tagged by size and segment, then split fairly across reps so two of them are not working the same account. It takes an analyst weeks, and the market has already shifted by the time they finish, new companies founded, others acquired, some grown out of segment. So it rarely gets done, and territory planning runs on a guess.
What changes.
- 01What you getBefore · A top-down number you cannot assignWith Doe · A named, bottom-up account list reps can work
- 02CompletenessBefore · Whatever one source returns on page oneWith Doe · Enumerated to completion across sources
- 03Territory planningBefore · Manual splitting, overlaps and gapsWith Doe · Balanced carve on your rules
- 04Staying currentBefore · Stale before the analyst finishesWith Doe · Refreshed as entrants and acquisitions change the market
From a market definition to an assignable list
- 01Enumerates the market against your definitionDoeDoe worked through the full set of companies matching your industry, size, geography, and other bounds, paginating to completion rather than stopping at the first page
- 02Broadens coverage and confirms hard-to-find segmentsDoeDoe cross-checked against a second source to catch companies one provider misses, especially in niche or fast-moving segments
- 03De-duplicates and tags the firmographicsDoeThe Judge merged duplicates and tagged each account with the attributes you plan to carve territories on, with off-definition companies excluded and a reason recorded
- 04Carves the list into balanced territoriesDoeDoe split the accounts into territories on your rules, by geography, segment, or named-account tier, balanced so reps are not overlapping
- 05Delivers the list to a sheet and your CRMGoogle SheetsDoe exported the full tagged, segmented list and can write the accounts into Salesforce so the plan becomes the working pipeline
- 06RecurringQuarterlyMarkets move every quarter as companies are founded, acquired, and grow across segment lines. Doe re-runs the enumeration, adds new entrants, removes acquired or out-of-segment accounts, and keeps your territory plan tied to the market as it actually is. Updated list in Google Sheets, new accounts written to Salesforce.
Start with the right source material.
- 01Add your library and toolsAdd or select the source files Doe should use, then connect the tools this task needs. No API keys, no engineering.
- 02Describe what you need“Build our TAM list: every B2B software company in North America with 50 to 500 employees in fintech or insurtech. De-duplicate, tag by sub-vertical and size, carve into four balanced territories by account count, and write it to a sheet and Salesforce. Refresh quarterly.”
- 03It runs on scheduleRuns quarterly. An exhaustive, de-duplicated, territory-ready account list, kept tied to the live market.
Before you delegate.
- 01How is this different from a TAM sizing estimate?A sizing estimate gives you a number, usually top-down, for a deck. This gives you the bottom-up list underneath the number: every company that fits, named, de-duplicated, and tagged, so sales can assign and work it. One answers "how big is the market," the other answers "which accounts, and who owns them." If you want the analysis-and-number version, that is the Market Sizing Research task; this is the assignable list.
- 02How exhaustive is the list, really?Doe enumerates to completion against your definition rather than stopping at a first page, and cross-checks a second source to catch companies any single provider misses. No source is perfectly complete, so Doe is explicit about coverage and flags segments where data is thin, but the goal is the full addressable set, not a sample.
- 03Can Doe carve the list into territories?Yes. You define the rules, by geography, segment, account tier, or a balanced split by count or revenue potential, and Doe carves the list accordingly so reps are not overlapping on the same accounts. The segmentation tags travel with every row, so you can re-carve later without rebuilding.
- 04How does this connect to actually working the accounts?Doe can write the accounts straight into Salesforce or HubSpot, so the territory plan becomes the live pipeline rather than a static spreadsheet. From there, the same accounts can feed your prospecting and enrichment jobs, so planning and execution share one source of truth.
- 05How often should the TAM list be refreshed?Quarterly suits most teams, since that is roughly the cadence at which new entrants, acquisitions, and growth meaningfully change a market. Faster-moving or earlier-stage markets may warrant monthly. Doe runs it on whatever schedule you set and reports what changed each time.