GTMcraft Plays · The Account Priority Score Play

Your target list is ranked by company size, so reps work big logos that are asleep; rank on signal and influence instead.

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The 90-second read

You hand reps a target list ranked by company size, so they work it top to bottom. Size tells you who could buy one day, not who is buying now. So reps spend their best hours on big logos that are asleep, while a mid-size account showing real signals sits buried.

• Size tells you who could buy one day, not who is buying now.
• Signal scarcity is solved; every team already has intent and hiring data.
• The gap is filtering and ranking the signals you already collect.
• An account is a buying committee, not a single contact row.
• A warm partner or advisor path beats a cold intent spike almost every time.

Read time: about 5 minutes. First step runnable Monday morning.

The #1 move this week

Take your top 50 accounts and re-rank them by signal and reachable influence.

Do not buy a tool or build a model nobody trusts. One honest score, refreshed weekly, beats a static list sorted by size. Fit is a gate you pass once, signal is a score that changes weekly.

Start here: write your fit gate as pass or fail, then cut every non-fit account off the list. You need your ICP definition and the current top 50.

Ignore this week: do not chase big logos by brand bias. Sort by signal and keep size as a tie-breaker.