account-qualification

# 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
- Comp