- name:
- account-selection
- description:
- Rank and select target accounts against ICP, intent, and territory fit. Use when the question is “which accounts should we go after?”
Overview
Account selection is the highest-leverage decision in ABM — get it wrong and every downstream play is aimed at the wrong companies. This skill turns a fuzzy “who should we go after?” into a defensible, weighted scoring model.
It segments your TAM into Strategic, Scale, and Programmatic tiers, scores each account against firmographic, technographic, behavioral, and intent signals, and hands back a ranked list your team can act on — with the model documented so anyone can challenge it.
When to use
- Someone asks “which accounts should we prioritize this quarter?”
- You’re assigning accounts to tiers or named-account lists
- You need a scoring model to rank a raw TAM export
- Territory or book-of-business planning is underway
How it works
- 1
Build the scoring dimensions
Define the firmographic, technographic, behavioral, and intent signals that actually predict a win for your motion — not a generic ICP checklist.
- 2
Weight and score the TAM
Assign weights to each dimension, score every account, and normalize so the numbers are comparable across very different company shapes.
- 3
Assign tiers
Cut the ranked list into Strategic, Scale, and Programmatic tiers by score band, with a clear rationale for each threshold.
- 4
Set the refinement cycle
Define how often the model is re-scored as new intent fires, so the list stays live instead of going stale the day it ships.
What you get
- A scored account list, ranked and tier-assigned
- The weighted scoring model, fully documented
- Tier definitions with the rationale behind each cut
- A refinement calendar so the list stays current
Common pitfalls
Scoring on firmographics alone — you end up with a list of big logos that will never buy.
Weight behavioral and intent signals so readiness, not just size, drives the rank.
Treating the model as a one-time export.
Re-score on a cycle so fresh intent moves accounts up and down.
Hiding the weights, so sales can’t trust or challenge the tiers.
Ship the documented model alongside the list.