account-qualification
Qualifies and tiers accounts based on signals, fit, and potential. Use this skill when building target lists, prioritizing accounts, identifying high-potential prospects, or defining ideal customer profile criteria.
When & Why to Use This Skill
This Claude skill automates the account qualification process by systematically tiering prospects based on organizational signals, ICP fit, and buying intent. It enables sales teams to prioritize high-value opportunities, optimize resource allocation, and increase win rates through data-driven scoring and strategic research frameworks.
Use Cases
- Strategic Sales Prioritization: Automatically tier accounts into high-priority, qualified, or developing categories to focus outreach efforts on the most promising leads.
- Real-time Signal Monitoring: Identify active buying indicators such as funding rounds, leadership changes, or technology stack shifts to time outreach perfectly.
- ICP Alignment & Validation: Define and apply Ideal Customer Profile (ICP) criteria to filter out low-potential accounts and ensure sales-marketing alignment.
- Data-Driven Account Research: Leverage integrated tools like Perplexity and Exa to conduct deep-dive research into company financials, growth indicators, and stakeholder maps.
| name | account-qualification |
|---|---|
| description | Qualifies and tiers accounts based on signals, fit, and potential. Use this skill when building target lists, prioritizing accounts, identifying high-potential prospects, or defining ideal customer profile criteria. |
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
| Criteria | Weight | Score 1-5 |
|---|---|---|
| Industry match | 20% | |
| Company size | 15% | |
| Geographic fit | 10% | |
| Tech stack | 15% | |
| Budget potential | 20% | |
| Timing signals | 10% | |
| Engagement level | 10% |
Signal Scoring
| Signal Type | Points |
|---|---|
| Active buying intent | +10 |
| Recent funding | +8 |
| Leadership change | +7 |
| Job postings (relevant) | +5 |
| Technology change | +5 |
| Content engagement | +3 |
| Company growth | +3 |
| Passive interest | +1 |
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:
- Tier Assignment: Which tier and why
- Fit Score: Detailed scoring breakdown
- Signal Summary: Active signals identified
- Qualification Status: Go/No-Go recommendation
- Recommended Action: Specific next steps
- Stakeholder Map: Key people to engage
Available Tools
When enabled, these MCP tools enhance qualification capabilities:
| Tool | What It Does | How to Use |
|---|---|---|
| Perplexity | Verify signals and find news | "Use Perplexity to check if [company] recently raised funding" |
| Exa | Search for company signals | "Search Exa for [company] new VP of Sales announcement" |
| Apify | Extract job postings data | "Use Apify to find [company]'s open sales positions" |
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-intelligencefor deeper research on qualified accounts - Feed qualified accounts to
prospect-researchfor stakeholder profiles - Inform
sales-orchestratoron account prioritization - Guide
multithread-outreachstrategy based on stakeholder map