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Account selection

Skill LeadMagic/gtm-skills/skills/abm/account-selection

205 production GTM agent skills for Claude Code — sales, outbound, prospecting, RevOps, ABM, PLG, CS, automation. Framework-cited playbooks with artifacts + QA scripts.

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npx -y skills add LeadMagic/gtm-skills --skill account-selection

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Select and prioritize target accounts for ABM programs — scoring models, tier assignment, TAM segmentation. Triggers on: "account selection", "target account list", "tier accounts", "prioritize accounts", "TAM segmentation".

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SKILL.md

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Account Selection & Tiering

Overview

Account selection is the hardest part of ABM. Pick wrong and you waste 6 months. Pick right and you 3x your close rate. This skill builds a weighted scoring model to tier your TAM into Strategic, Scale, and Programmatic accounts.

Authoritative Foundations

  • TOPO Account Selection — Named methodology governing recommendations in this skill's process.
  • WbD ICP Framework — Named methodology governing recommendations in this skill's process.
  • ITSMA — Account-Based Marketing — Tier-based ABM (1:1 / 1:few / 1:many); measure pipeline from target accounts, not lead volume.
  • Lars Nilsson (Cloudera/Snowflake) — ABSD signal-based account selection — ABSD signal-based account selection

When to Use

  • "Which accounts should we target?"
  • "Tier our target account list"
  • "Build an account scoring model"
  • "Prioritize our TAM for ABM"

Step-by-Step Process

Phase 1: Build Scoring Model

Weight each dimension (must total 100 points):

Firmographic Fit (35 pts):

  • Industry match (0-10): Direct ICP industry = 10, adjacent = 5, outside = 2
  • Employee count (0-10): In sweet spot = 10, near = 5, outside = 2
  • Revenue range (0-10): In sweet spot = 10, near = 5, outside = 2
  • Geography (0-5): Target region = 5, acceptable = 3, outside = 1

Technographic Fit (25 pts):

  • Current tech stack (0-15): Complementary tools present = 15, some = 8, none = 2
  • Integration potential (0-10): High integration value = 10, medium = 5, low = 2

Behavioral Signals (25 pts):

  • Website visits (0-10): Frequent, multi-page = 10, some = 5, none = 2
  • Content engagement (0-10): Downloads, webinar attendance, newsletter = score by recency
  • Social engagement (0-5): LinkedIn follows, comments, shares

Intent & Trigger (15 pts):

  • Hiring signals (0-5): Role related to your product = 5
  • Funding event (0-5): Recent raise = 5
  • Tech change (0-5): Evidence of switching or evaluating

Phase 2: Tier Assignment

  • Tier 1 (>80): 5-15 accounts. Immediate sales + marketing investment.
  • Tier 2 (60-79): 15-50 accounts. Scaled ABM plays.
  • Tier 3 (40-59): 50-200 accounts. Programmatic nurture.
  • Below 40: Not ABM. Generic inbound/outbound only.

Phase 3: Ongoing Refinement

  • Idle whitespace pull (ABSD): filter high-fit prospects with zero prior business and zero open pipeline — that list is the targeted-outbound campaign queue (skills/abm/abm-strategy/references/lars-nilsson-absd.md)
  • Monthly: Re-score based on new signals
  • Quarterly: Review tier assignments, promote/demote accounts
  • After wins: Analyze what made winners score high — adjust weights
  • After losses: Add disqualifying signals discovered in lost deals

Output Format

Scored account list with tier assignments, scoring model documentation, and a refinement calendar.

Quality Check

Before delivering, verify:

  • All required sections are complete
  • Output matches the user's stated need
  • Named frameworks are cited for key recommendations
  • No vague claims — every recommendation has a specific action
  • Deliverable is ready for operational use, not just conceptual

Common Pitfalls

  1. Treating ABM as a marketing-only initiative. ABM requires tight sales alignment. Without BDRs assigned to specific accounts and shared account briefs, marketing produces content nobody uses. Fix: weekly ABM standups with marketing + BDRs + AEs.
  2. One-size-fits-all tiering. Applying the same playbook to Tier 1 and Tier 3 accounts. Fix: Tier 1 gets custom content and executive engagement; Tier 3 gets automated personalization.
  3. Measuring ABM on MQLs. ABM success is pipeline from target accounts, not lead volume. Fix: track coverage %, engagement depth, pipeline created, and win rate by tier.

Execution Artifacts

  • references/framework-notes.md — named frameworks, citation anchors, and operating assumptions
  • templates/output-template.md — copy-paste deliverable structure for the user
  • scripts/check-output.py — local checklist validator for required sections This skill includes lightweight artifacts the agent can load on demand: Use the artifacts when the user asks for an implementation-ready deliverable, a repeatable workflow, or a quality check rather than generic advice.

Implementation Depth

Use this section when the user asks for a finished asset, not a high-level explanation.

Diagnostic Questions

  1. What is the primary motion: founder-led, sales-led, product-led, partner-led, or lifecycle-led?
  2. Which ICP tier is the output for: small business, mid-market, enterprise, or mixed?
  3. What proof is available today: customer stories, usage data, third-party validation, screenshots, or none?
  4. What system will execute the work: CRM, sequencer, warehouse, support desk, product analytics, or manual workflow?
  5. What decision will the user make from this output: launch, prioritize, route, rewrite, score, coach, or measure?

Framework Application

Map the recommendation explicitly to the named frameworks in this skill:

  • TOPO Account Selection: apply only the part that directly improves the requested deliverable.
  • WbD ICP Framework: apply only the part that directly improves the requested deliverable.
  • ITSMA — Account-Based Marketing: apply only the part that directly improves the requested deliverable.
  • Lars Nilsson ABSD signal-based selection: apply only the part that directly improves the requested deliverable.

Deliverable Standard

A strong output from this skill includes:

  • A crisp diagnosis of the current situation
  • A recommended path with tradeoffs, not a generic list
  • A concrete artifact the user can use immediately: table, script, checklist, scorecard, sequence, dashboard spec, or implementation plan
  • A measurement plan with leading and lagging indicators
  • Risks and edge cases called out before execution

Adaptation Rules

  • For small business: reduce complexity, shorten time-to-value, and prioritize owner/operator clarity.
  • For mid-market: include workflow ownership, handoffs, integrations, and enablement assets.
  • For enterprise: include governance, risk, procurement, stakeholder mapping, and proof requirements.

Related Skills

  • icp-scoring, abm-strategy, signal-scoring, lead-finding, list-building

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