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account-tiering

Use this skill when you need to decide which accounts get the most effort: "tier my account list", "which accounts should get 1:1 research", "prioritise my territory", "score these companies". Scores every account on ICP fit and timing, assigns Tier 1, 2 or 3 with a clear effort level for each tier, and explains the score so reps trust it. Produces a tiered account list and the operating rules for how much research, personalization and channel effort each tier gets.

한국어 요약은 준비 중입니다. 원문 설명을 표시하고 있습니다.

prosyo-ai/gtm-skill스타 11(GitHub 11 + cccskills 0)
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포함된 파일(2)

  • SKILL.md3.7 KB
  • references/tiering-rubric.md1.8 KB

SKILL.md(원문)

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Use this when there are more accounts than time. It produces tiers that tell every rep how much effort each account deserves, and a score breakdown that makes the tier defensible.

Inputs

  • The account list with whatever firmographics exist.
  • The ICP with must-haves, nice-to-haves and disqualifiers.
  • Signals and history: intent, website visits, past opportunities, engagement, triggers.

The play

1. Score fit and timing separately

Fit says whether the account could ever buy; timing says whether it might buy now. Keep them as two numbers on a 0-100 scale. Combining them too early hides great-fit accounts that are simply not ready, and they belong in nurture, not the bin.

Read references/tiering-rubric.md for the full rubric, the weights and the tie-break rules.

2. Place each account on the grid

Timing high (60+)Timing low
Fit high (70+)Tier 1Tier 2
Fit medium (50-69)Tier 2Tier 3
Fit low (under 50)Tier 3 or outOut

3. Cap Tier 1

Tier 1 is limited by research capacity: roughly 20 to 50 accounts per rep at a time. If the scoring puts 400 accounts in Tier 1, raise the thresholds instead of diluting the effort.

4. Attach effort rules

TierResearchPersonalizationChannelsContacts per account
120-30 min account + person research1:1 opener per personEmail, LinkedIn, phone, video3-5
25 min trigger checkSegment message plus a personal lineEmail and LinkedIn2-3
3NoneSegment messageEmail or LinkedIn1-2

5. Re-tier on a schedule

Timing changes weekly. Re-score monthly, and immediately when a strong signal fires (new leader, funding, high-intent page visit).

Output format

account | fit score | timing score | tier | top 3 score drivers | next action

Plus a summary: counts per tier, Tier 1 capacity check, and accounts that moved tiers since the last run.

What good looks like

  • A rep reading the score drivers agrees with the tier more than 8 times out of 10. If they do not, the weights are wrong.
  • Tier 1 fits the team's research capacity.
  • Great-fit, bad-timing accounts are kept warm, not discarded.
  • The common mistake is one blended score where a huge logo with no need outranks a perfect-fit account that just hired for the exact problem.

Rules

  • MUST show the score drivers for every account.
  • MUST keep fit and timing as separate scores.
  • NEVER let Tier 1 exceed research capacity.
  • NEVER tier an account with a disqualifier above "out".

Example prompts

  • "Tier these 600 accounts for my territory. I can research about 40 deeply."
  • "Score our target list on fit and timing and show me why each is Tier 1."
  • "Re-tier my accounts with this month's intent data."

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