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"