tier-1-account-list-building
Installation
SKILL.md
Tier-1 Account List Building
A Tier 1 list is 5-15 named accounts that get full 1-to-1 ABM treatment. Every account on this list should be worth a meaningful percentage of your quarterly target. If the list has 30 accounts on it, it's not Tier 1. It's a segment with a Tier 1 label.
What Makes an Account Tier 1
An account earns Tier 1 when it passes all four criteria:
| Criterion | Threshold | Why it matters |
|---|---|---|
| Deal size potential | ≥ 5x average ACV | 1-to-1 ABM costs $1,000-5,000 per account. The deal must justify the spend |
| ICP fit score | Top decile of your ICP scoring model | Tier 1 accounts should be the best possible fit, not just "good enough" |
| Active signal | At least one Tier 1 signal in the last 90 days | Without urgency, even perfect-fit accounts don't convert on ABM timelines |
| Accessible committee | ≥ 3 identified contacts across 2+ functions | Can't run 1-to-1 ABM if you can't reach the buyers |
If an account fails any single criterion, it's Tier 2 at best. Tier 1 is a high bar by design. Lowering the bar dilutes the investment and the results.