account-qualification
starsforks
How to install account-qualification?
salesably/salesably-marketplace/account-qualification
$npx -y skills add Salesably/salesably-marketplace --skill account-qualificationQualifies 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.
SKILL.md
| 1 | # Account Qualification |
| 2 | |
| 3 | This skill helps you systematically qualify and tier accounts to focus your sales efforts on the highest-potential opportunities. |
| 4 | |
| 5 | ## Objective |
| 6 | |
| 7 | Identify, score, and prioritize accounts based on fit signals, buying indicators, and strategic value to maximize sales efficiency and win rates. |
| 8 | |
| 9 | ## Account Tiering System |
| 10 | |
| 11 | ### Tier 1: High Priority Accounts (HPA) |
| 12 | - Strong signal matches |
| 13 | - Excellent ICP fit |
| 14 | - Active buying indicators |
| 15 | - High strategic value |
| 16 | |
| 17 | **Action**: Immediate, personalized outreach with research investment |
| 18 | |
| 19 | ### Tier 2: Qualified Accounts |
| 20 | - Good signal matches |
| 21 | - Solid ICP fit |
| 22 | - Some buying indicators |
| 23 | - Good potential value |
| 24 | |
| 25 | **Action**: Prioritized outreach with moderate personalization |
| 26 | |
| 27 | ### Tier 3: Developing Accounts |
| 28 | - Partial signal matches |
| 29 | - Reasonable ICP fit |
| 30 | - Limited buying indicators |
| 31 | - Moderate potential |
| 32 | |
| 33 | **Action**: Nurture sequences and monitoring |
| 34 | |
| 35 | ### Tier 4: Low Priority / Disqualified |
| 36 | - Few or no signal matches |
| 37 | - Poor ICP fit |
| 38 | - No buying indicators |
| 39 | - Limited potential |
| 40 | |
| 41 | **Action**: Deprioritize or remove from active pursuit |
| 42 | |
| 43 | ## Signal Categories |
| 44 | |
| 45 | ### Buying Intent Signals |
| 46 | |
| 47 | **Active Signals (High Value):** |
| 48 | - Searching for solutions like yours |
| 49 | - Requesting demos or trials from competitors |
| 50 | - Attending relevant webinars or events |
| 51 | - Engaging with your content repeatedly |
| 52 | - Asking questions in industry forums |
| 53 | |
| 54 | **Passive Signals (Medium Value):** |
| 55 | - Following competitors on social media |
| 56 | - Downloading industry reports |
| 57 | - Job postings indicating relevant needs |
| 58 | - Technology stack changes |
| 59 | |
| 60 | ### Organizational Signals |
| 61 | |
| 62 | **Growth Indicators:** |
| 63 | - Funding announcements |
| 64 | - Hiring sprees (especially in relevant departments) |
| 65 | - New office openings |
| 66 | - Revenue milestones |
| 67 | - Market expansion |
| 68 | |
| 69 | **Change Indicators:** |
| 70 | - New leadership (especially in relevant roles) |
| 71 | - Mergers or acquisitions |
| 72 | - Strategic pivots announced |
| 73 | - Technology platform changes |
| 74 | - Vendor relationship changes |
| 75 | |
| 76 | ### Fit Signals |
| 77 | |
| 78 | **Company Characteristics:** |
| 79 | - Industry alignment |
| 80 | - Company size (employees, revenue) |
| 81 | - Geographic match |
| 82 | - Technology stack compatibility |
| 83 | - Business model fit |
| 84 | |
| 85 | **Timing Indicators:** |
| 86 | - Fiscal year timing |
| 87 | - Budget cycles |
| 88 | - Contract renewal windows |
| 89 | - Regulatory deadlines |
| 90 | - Seasonal patterns |
| 91 | |
| 92 | ## Qualification Criteria Framework |
| 93 | |
| 94 | ### Must-Have Criteria (Disqualifying if absent) |
| 95 | Define absolute requirements: |
| 96 | - Minimum company size |
| 97 | - Required industry or vertical |
| 98 | - Geographic constraints |
| 99 | - Technology prerequisites |
| 100 | - Budget authority level |
| 101 | |
| 102 | ### Fit Scoring Criteria |
| 103 | |
| 104 | | Criteria | Weight | Score 1-5 | |
| 105 | |----------|--------|-----------| |
| 106 | | Industry match | 20% | | |
| 107 | | Company size | 15% | | |
| 108 | | Geographic fit | 10% | | |
| 109 | | Tech stack | 15% | | |
| 110 | | Budget potential | 20% | | |
| 111 | | Timing signals | 10% | | |
| 112 | | Engagement level | 10% | | |
| 113 | |
| 114 | ### Signal Scoring |
| 115 | |
| 116 | | Signal Type | Points | |
| 117 | |-------------|--------| |
| 118 | | Active buying intent | +10 | |
| 119 | | Recent funding | +8 | |
| 120 | | Leadership change | +7 | |
| 121 | | Job postings (relevant) | +5 | |
| 122 | | Technology change | +5 | |
| 123 | | Content engagement | +3 | |
| 124 | | Company growth | +3 | |
| 125 | | Passive interest | +1 | |
| 126 | |
| 127 | ## Account Research Checklist |
| 128 | |
| 129 | ### Company-Level Research |
| 130 | - [ ] Company website and about page |
| 131 | - [ ] Recent press releases |
| 132 | - [ ] Leadership team profiles |
| 133 | - [ ] Job postings (growth areas) |
| 134 | - [ ] Technology stack (BuiltWith, Wappalyzer) |
| 135 | - [ ] Funding history (Crunchbase, PitchBook) |
| 136 | - [ ] Financial performance (if public) |
| 137 | - [ ] Industry news and mentions |
| 138 | |
| 139 | ### Signal Validation |
| 140 | - [ ] Verify signals are current (within 90 days) |
| 141 | - [ ] Confirm decision-maker presence |
| 142 | - [ ] Check for competing vendor relationships |
| 143 | - [ ] Assess timing and urgency |
| 144 | - [ ] Identify potential blockers |
| 145 | |
| 146 | ## Ideal Customer Profile (ICP) Template |
| 147 | |
| 148 | ### Firmographics |
| 149 | - **Industry**: [Primary and secondary verticals] |
| 150 | - **Company Size**: [Employee range] |
| 151 | - **Revenue**: [Revenue range] |
| 152 | - **Geography**: [Target regions] |
| 153 | - **Growth Stage**: [Startup, Growth, Enterprise] |
| 154 | |
| 155 | ### Technographics |
| 156 | - **Current Stack**: [Technologies they likely use] |
| 157 | - **Complementary Tools**: [Solutions that work with yours] |
| 158 | - **Competing Solutions**: [Alternatives they might have] |
| 159 | |
| 160 | ### Behavioral Indicators |
| 161 | - **Buying Triggers**: [Events that create urgency] |
| 162 | - **Content Interests**: [Topics they care about] |
| 163 | - **Decision Process**: [How they typically buy] |
| 164 | |
| 165 | ### Negative Indicators |
| 166 | - **Disqualifiers**: [Immediate deal-breakers] |
| 167 | - **Warning Signs**: [Red flags to watch for] |
| 168 | - **Poor Fit Patterns**: [Characteristics of bad deals] |
| 169 | |
| 170 | ## Account Scoring Output |
| 171 | |
| 172 | ### Account Scorecard Template |
| 173 | |
| 174 | ``` |
| 175 | ## Account: [Company Name] |
| 176 | |
| 177 | ### Tier Assignment: [Tier 1/2/3/4] |
| 178 | |
| 179 | ### Fit Score: [X/100] |
| 180 | - Industry: [Score] - [Notes] |
| 181 | - Size: [Score] - [Notes] |
| 182 | - Geography: [Score] - [Notes] |
| 183 | - Tech Stack: [Score] - [Notes] |
| 184 | - Budget: [Score] - [No |
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