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prosyo-aiprosyo-ai/gtm-skill/skills/account-tiering/SKILL.md

account-tiering

Skill13 starsChanged 23 days agoMITView on GitHub

Use this skill when you need to decide which accounts get the most effort: \"tier my account list\", \"which accounts should get 1:1 research\", \"prioritise my territory\", \"score these companies\". Scores every account on ICP fit and timing, assigns Tier 1, 2 or 3 with a clear effort level for each tier, and explains the score so reps trust it. Produces a tiered account list and the operating rules for how much research, personalization and channel effort each tier gets.

1 other project uses a version of this.

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The file

We split this skill into the rules it gives an agent

6 rules. About 0 are common, 6 are distinctive, and 0 are very specific to this project.

  • ≈0

    Common · estimate

    Many files like this have a rule of this kind.

  • ≈6

    Distinctive · estimate

    This author's own choices. Worth a look.

  • 0

    Very specific

    Tied to their project's names, files or tools. Probably skip.

  • Common
  • Distinctive
  • Very specific
  1. Distinctive:

    Use this when there are more accounts than time.

    line 16
  2. Distinctive:

    Read references/tiering-rubric.md for the full rubric, the weights and the tie-break rules.

    line 29
  3. Distinctive:

    MUST show the score drivers for every account.

    line 69
  4. Distinctive:

    MUST keep fit and timing as separate scores.

    line 70
  5. Distinctive:

    NEVER let Tier 1 exceed research capacity.

    line 71
  6. Distinctive:

    NEVER tier an account with a disqualifier above "out".

    line 72

≈ “Common” is an estimate: at least 1 in 5 of the 350,495 skill files we read have a rule of the same kind, not the same words. “Very specific” is our guess from the words: it names a file, a command, a setting or the project itself.

Keep what fits and drop the rest. Your version, ready for your agents.
Files
SKILL.md

Use this when there are more accounts than time. It produces tiers that tell every rep how much effort each account deserves, and a score breakdown that makes the tier defensible.

Inputs

  • The account list with whatever firmographics exist.
  • The ICP with must-haves, nice-to-haves and disqualifiers.
  • Signals and history: intent, website visits, past opportunities, engagement, triggers.

The play

1. Score fit and timing separately

Fit says whether the account could ever buy; timing says whether it might buy now. Keep them as two numbers on a 0-100 scale. Combining them too early hides great-fit accounts that are simply not ready, and they belong in nurture, not the bin.

Read references/tiering-rubric.md for the full rubric, the weights and the tie-break rules.

2. Place each account on the grid

Timing high (60+)Timing low
Fit high (70+)Tier 1Tier 2
Fit medium (50-69)Tier 2Tier 3
Fit low (under 50)Tier 3 or outOut

3. Cap Tier 1

Tier 1 is limited by research capacity: roughly 20 to 50 accounts per rep at a time. If the scoring puts 400 accounts in Tier 1, raise the thresholds instead of diluting the effort.

4. Attach effort rules

TierResearchPersonalizationChannelsContacts per account
120-30 min account + person research1:1 opener per personEmail, LinkedIn, phone, video3-5
25 min trigger checkSegment message plus a personal lineEmail and LinkedIn2-3
3NoneSegment messageEmail or LinkedIn1-2

5. Re-tier on a schedule

Timing changes weekly. Re-score monthly, and immediately when a strong signal fires (new leader, funding, high-intent page visit).

Output format

account | fit score | timing score | tier | top 3 score drivers | next action

Plus a summary: counts per tier, Tier 1 capacity check, and accounts that moved tiers since the last run.

What good looks like

  • A rep reading the score drivers agrees with the tier more than 8 times out of 10. If they do not, the weights are wrong.
  • Tier 1 fits the team's research capacity.
  • Great-fit, bad-timing accounts are kept warm, not discarded.
  • The common mistake is one blended score where a huge logo with no need outranks a perfect-fit account that just hired for the exact problem.

Rules

  • MUST show the score drivers for every account.
  • MUST keep fit and timing as separate scores.
  • NEVER let Tier 1 exceed research capacity.
  • NEVER tier an account with a disqualifier above "out".

Example prompts

  • "Tier these 600 accounts for my territory. I can research about 40 deeply."
  • "Score our target list on fit and timing and show me why each is Tier 1."
  • "Re-tier my accounts with this month's intent data."

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