Account Qualification

This skill helps you systematically qualify and tier accounts to focus your sales efforts on the highest-potential opportunities.

Objective

Identify, score, and prioritize accounts based on fit signals, buying indicators, and strategic value to maximize sales efficiency and win rates.

Account Tiering System

Tier 1: High Priority Accounts (HPA)

• •Strong signal matches
• •Excellent ICP fit
• •Active buying indicators
• •High strategic value

Action: Immediate, personalized outreach with research investment

Tier 2: Qualified Accounts

• •Good signal matches
• •Solid ICP fit
• •Some buying indicators
• •Good potential value

Action: Prioritized outreach with moderate personalization

Tier 3: Developing Accounts

• •Partial signal matches
• •Reasonable ICP fit
• •Limited buying indicators
• •Moderate potential

Action: Nurture sequences and monitoring

Tier 4: Low Priority / Disqualified

• •Few or no signal matches
• •Poor ICP fit
• •No buying indicators
• •Limited potential

Action: Deprioritize or remove from active pursuit

Signal Categories

Buying Intent Signals

Active Signals (High Value):

• •Searching for solutions like yours
• •Requesting demos or trials from competitors
• •Attending relevant webinars or events
• •Engaging with your content repeatedly
• •Asking questions in industry forums

Passive Signals (Medium Value):

• •Following competitors on social media
• •Downloading industry reports
• •Job postings indicating relevant needs
• •Technology stack changes

Organizational Signals

Growth Indicators:

• •Funding announcements
• •Hiring sprees (especially in relevant departments)
• •New office openings
• •Revenue milestones
• •Market expansion

Change Indicators:

• •New leadership (especially in relevant roles)
• •Mergers or acquisitions
• •Strategic pivots announced
• •Technology platform changes
• •Vendor relationship changes

Fit Signals

Company Characteristics:

• •Industry alignment
• •Company size (employees, revenue)
• •Geographic match
• •Technology stack compatibility
• •Business model fit

Timing Indicators:

• •Fiscal year timing
• •Budget cycles
• •Contract renewal windows
• •Regulatory deadlines
• •Seasonal patterns

Qualification Criteria Framework

Must-Have Criteria (Disqualifying if absent)

Define absolute requirements:

• •Minimum company size
• •Required industry or vertical
• •Geographic constraints
• •Technology prerequisites
• •Budget authority level

Fit Scoring Criteria

Signal Scoring

Account Research Checklist

Company-Level Research

• • Company website and about page
• • Recent press releases
• • Leadership team profiles
• • Job postings (growth areas)
• • Technology stack (BuiltWith, Wappalyzer)
• • Funding history (Crunchbase, PitchBook)
• • Financial performance (if public)
• • Industry news and mentions

Signal Validation

• • Verify signals are current (within 90 days)
• • Confirm decision-maker presence
• • Check for competing vendor relationships
• • Assess timing and urgency
• • Identify potential blockers

Ideal Customer Profile (ICP) Template

Firmographics

• •Industry: [Primary and secondary verticals]
• •Company Size: [Employee range]
• •Revenue: [Revenue range]
• •Geography: [Target regions]
• •Growth Stage: [Startup, Growth, Enterprise]

Technographics

• •Current Stack: [Technologies they likely use]
• •Complementary Tools: [Solutions that work with yours]
• •Competing Solutions: [Alternatives they might have]

Behavioral Indicators

• •Buying Triggers: [Events that create urgency]
• •Content Interests: [Topics they care about]
• •Decision Process: [How they typically buy]

Negative Indicators

• •Disqualifiers: [Immediate deal-breakers]
• •Warning Signs: [Red flags to watch for]
• •Poor Fit Patterns: [Characteristics of bad deals]

Account Scoring Output

Account Scorecard Template

## Account: [Company Name]

### Tier Assignment: [Tier 1/2/3/4]

### Fit Score: [X/100]
- Industry: [Score] - [Notes]
- Size: [Score] - [Notes]
- Geography: [Score] - [Notes]
- Tech Stack: [Score] - [Notes]
- Budget: [Score] - [Notes]

### Signal Score: [X points]
- [Signal 1]: +X points
- [Signal 2]: +X points
- [Signal 3]: +X points

### Qualification Status
- [ ] Meets must-have criteria
- [ ] Decision-maker identified
- [ ] Timing validated
- [ ] No blockers identified

### Recommended Action
[Specific next step based on tier and signals]

### Key Stakeholders to Target
1. [Name, Title] - [Why relevant]
2. [Name, Title] - [Why relevant]

Output Format

When qualifying an account, produce:

1. •Tier Assignment: Which tier and why
2. •Fit Score: Detailed scoring breakdown
3. •Signal Summary: Active signals identified
4. •Qualification Status: Go/No-Go recommendation
5. •Recommended Action: Specific next steps
6. •Stakeholder Map: Key people to engage

Available Tools

When enabled, these MCP tools enhance qualification capabilities:

Note: Tools must be enabled in .mcp.json and API keys configured. See README for setup instructions.

Tool Usage Examples

"Use Perplexity to verify if Acme Corp announced a new CRO in the last 6 months"
"Search Exa for Acme Corp Series B funding announcement"
"Use Apify to scrape job postings from Acme Corp careers page"

Cross-References

• •Use company-intelligence for deeper research on qualified accounts
• •Feed qualified accounts to prospect-research for stakeholder profiles
• •Inform sales-orchestrator on account prioritization
• •Guide multithread-outreach strategy based on stakeholder map