Watch the 5 moves build, then make move 1 below today.
Answer yes or no for your last 5 deals.
2 or more yes: run this play.
<aside>
Cut your target list to 46 accounts you can name and justify.
Move: list the 40 to 50 accounts that most resemble your best customers and show a signal in the last 30 days; cut any you cannot justify in 1 sentence.
Input: a CRM export of closed-won and closed-lost from the last 2 quarters, plus Sales Navigator.
Time: 2 hours.
Done when: about 46 named accounts sit on 1 sheet, each with a live signal and a 1-sentence reason.
</aside>
Why now: your 2027 plan is being written this month; build the list before you budget for a team.
| Metric | How to count it | Your number today |
|---|---|---|
| Self-sourced pipeline share | Pipeline created by the account program and founder sourcing / total new pipeline, per month | ___% |
Leading signal you see first: account engagement rate across the 46, rising toward 40%.
<aside>
I have run this from the inside, and the mechanism is focus, not spend. When we scaled Benelux at Personio we chose country focus over region spread, kept the team small with a clear process, and our win rate landed at 34 percent, one in three. You cannot grow by throwing money and people at the problem to see if it sticks. Processes scale and people do not, so I build the system first and keep the team small on purpose. The other thing I hold hard is the ICP veto. If an account is not a fit, I would rather walk than waste my post-sales team's time on it later, even at 100,000 euros a year. That is what the 46-account program really teaches. Three people beat a bigger team because they were forced to choose, and choosing is the work. If you cannot name why an account is on the list, it is not on the list.
</aside>