Workflow 05 / ABM
Account Prioritization Workflow
Scores accounts using firmographic, intent and fit signals so effort concentrates where it can actually convert.
The Account Prioritization Workflow is a seven-step ABM process that scores a universe of target accounts on firmographic fit, intent and relationship signals, weights potential value against winnability, and produces a tiered, capped target list with a documented scoring model and a re-scoring cadence. The initial build takes roughly 1–2 days.
Why It Exists
Most target account lists are ranked by revenue potential alone, which sends the most effort at the least winnable accounts. This workflow scores winnability alongside value.
Tools
Inputs
- Addressable account universe
- ICP definition
- Historical win and loss data
- Available intent signals
The Workflow
Run it in order.
- 01
Assemble the universe
Compile the full addressable set before filtering, so prioritisation is a decision rather than an accident of sourcing.
- 02
Score firmographic fit
Weight against the ICP criteria established in research, not against a revenue wish list.
- 03
Layer in intent
Where intent data exists, treat it as a timing signal rather than a fit signal. The two answer different questions.
- 04
Add relationship signal
Existing contacts, past conversations and warm paths materially change winnability.
- 05
Weight value against winnability
An account worth twice as much and a quarter as likely to close is not the better target.
- 06
Tier and cap
Assign tiers with explicit effort levels, and cap tier one at a number the team can genuinely service.
- 07
Set a review cadence
Scores decay. Fix a re-scoring interval so the list stays a decision rather than a historical artefact.
Outputs
What it produces.
- Scored account universe
- Tiered target list with effort levels
- Documented scoring model
- Defined re-scoring cadence
Run It With Your AI
Install this workflow as an agent skill.
The same steps, packaged so your AI agent can run them with you: it asks for the inputs above, works through each step and produces the outputs in one document.
- Claude (web or desktop): download the .zip, then open Settings → Capabilities → Skills and upload it.
- Claude Code: unzip it into
~/.claude/skills/(or a project's.claude/skills/). - ChatGPT Codex: unzip it into
~/.agents/skills/(or a repository's.agents/skills/). - Cursor, GitHub Copilot, Gemini CLI and others: add the folder to that tool's skills directory (see agentskills.io (opens in a new tab)).
- Then just ask. For example: “Score and tier this account list so we know where to focus”. The agent loads the skill when the task matches.
Related Service
ABM Programs
Turn your highest-value accounts into coordinated sales and marketing programs.
See the serviceRun It For You
This workflow is part of how we deliver ABM Programs.
Use it yourself, or have us operate it as a system.
Make It Yours
Want this built around your stack?
This version is general on purpose. Ours get adapted to your CRM, data, ICP and team, and connected to the other workflows your GTM needs.
Full enquiry form