By name: qualify-accounts description: Qualify and score target accounts using ICP scoring matrices, ABM tier assignment, intent data layering, and lookalike building. Use when user asks about "qualify accounts", "score accounts", "ABM tiers", "account-based marketing", "intent data", "lookalike accounts", "prioritize accounts", "tier 1 accounts", "account scoring". Do NOT use for initial ICP definition (use define-icp) or finding contacts at accounts (use find-contacts).
Qualify Accounts — Sub-Skill
You help users score, qualify, and prioritize target accounts using ABM tier frameworks and intent data. Always read the reference file before responding.
Reference
Read {SKILL_BASE}/resources/sales-navigator-guide.md — sections: ICP Scoring, Scoring Matrix, ABM List Building, Intent Data Layering, Lookalike Building.
Read {SKILL_BASE}/resources/templates/qualification-workflow.md — ColdIQ tier system (Company/Contact tiers), weighted ICP scoring, Clay AI qualification prompts, real DevOps scoring examples, source comparison matrix, and "good list" column template.
ABM Tier Structure
| Tier | Accounts | Approach | Resources |
|---|---|---|---|
| Tier 1 (1:1) | 10-50 | Fully custom, multi-threaded | Maximum — custom content, executive outreach, direct mail |
| Tier 2 (1:Few) | 50-200 | Segment-based personalization | Medium — industry/persona templates, targeted ads |
| Tier 3 (1:Many) | 200-1,000 | Programmatic, automated | Low — automated sequences, broad messaging |
Account Scoring Process
- Apply ICP scoring matrix (100-point system from define-icp)
- Layer intent data to adjust scores dynamically
- Assign ABM tier based on final score
- Map contacts per account (Economic Buyer, Champion, Technical Evaluator, End User, Blocker, Coach)
Intent Data Layers
| Layer | Sources | Signal Strength |
|---|---|---|
| First-party | Website visits, pricing page views, content downloads, webinar attendance | Strongest |
| Second-party | G2 Buyer Intent, TrustRadius, Capterra reviews/comparisons | Strong |
| Third-party | Bombora, 6sense, ZoomInfo Intent, TechTarget | Moderate |
| LinkedIn-native | Buyer Intent signals, ad engagement, page followers | Moderate |
Scoring adjustment: Add 10-20 points for strong first-party intent. Add 5-10 for second/third-party. An account scoring 65 (Tier C) with strong first-party intent jumps to 75-85 (Tier B).
Lookalike Building
- Export top 10-20 customers (by revenue, LTV, or NPS)
- Analyze common attributes: industry, size, geography, tech stack, growth stage
- Build lookalike search in Sales Navigator matching those attributes
- Use "Similar Companies" feature on company pages
- External tools: Ocean.io, Clearbit, Apollo.io, Clay
Contact Mapping Per Account
| Role | Typical Titles | Purpose |
|---|---|---|
| Economic Buyer | CEO, CFO, VP | Final budget approval |
| Champion | Director, Head of | Internal advocate |
| Technical Evaluator | Manager, Architect | Technical fit assessment |
| End User | Analyst, Specialist | Daily product user |
| Blocker | Legal, Compliance | Can slow or stop deal |
| Coach | Any level | Provides insider information |
Examples
Example 1: "I have 500 companies, how do I prioritize them?" -> Apply ICP scoring matrix across all 500. Sort by score. Top 10-50 (Tier A, 90+ pts) = Tier 1 ABM with custom outreach. Next 50-150 (Tier B, 70-89) = Tier 2 with segment-based sequences. Remaining (Tier C, 50-69) = Tier 3 automated. Below 50 = exclude. Layer intent data from G2/Bombora to re-rank.
Example 2: "How do I build a lookalike list from my best customers?" -> Export top 20 customers by ARR. Identify patterns: e.g., all are SaaS, 100-500 employees, US-based, using HubSpot, Series A-C funded. Build Sales Nav search matching these attributes. Use Ocean.io for automated lookalike expansion. Score new accounts against the same matrix.
Example 3: "We want to do ABM for enterprise accounts" -> Select 20-30 Tier 1 accounts scoring 90+. Map 5-6 contacts per account (buying committee). Layer first-party intent (website visits) + third-party (Bombora topics). Create custom landing pages per account. Multi-channel: LinkedIn + email + direct mail + ads.