Account Qualification

Description

Systematically evaluate whether a target account is worth pursuing. Scoring frameworks, qualification criteria, and prioritization models that prevent wasted outreach on bad-fit prospects.

What this skill does

1. 1Runs a Level 1 automated screen of hard disqualifiers (company size, industry, geography, do-not-contact, duplicates) and soft flags (startup under 1 year, no website, title mismatch) before any enrichment spend.
2. 2Scores surviving accounts using the FITS framework: Firmographic Fit (25 pts), Intent Signals (35 pts), Technographic Match (20 pts), and Structural Readiness (20 pts) for a 100-point composite score.
3. 3Assigns accounts to Tier 1-4 or disqualified based on FITS score, routing each tier to the appropriate outreach strategy (hyper-personalized multi-channel down to small test batch).
4. 4Produces a full account brief for Tier 1 targets with company overview, primary signals, contact map (economic buyer, champion, influencer), recommended approach, and competitive context.
5. 5Defines re-qualification rules for accounts that went cold: when to pause, when to re-engage with a new signal, and when to close out permanently.

When to use

• Evaluating a new lead list of 1000+ accounts to decide which to contact first and which to discard.
• Building qualification workflows for SDRs or Clay pipelines that need automated scoring before outreach.
• Deciding whether to continue pursuing an account after a full sequence with no response.
• Preparing for an ABM campaign and needing deep account briefs on the top 5-15% of the target list.

Tools used

Frequently asked questions