Account scoring

Account scoring is the practice of ranking every company in your addressable market by how valuable it is to pursue, before you spend a dollar or an SDR hour on it. A good score answers three questions: how likely is the account to buy, what is it worth if they do, and how long will they stay.

Unlike lead scoring, which ranks individual people who have already engaged, account scoring ranks entire companies, most of whom have never heard of you. The output is a ranked list that tells your team who to call first, who to nurture, who to automate, and who to leave alone.

In practice, the score, not your reps, makes your biggest resource-allocation decision: with six figures of accounts and reps who can work forty a week, over 99% of your market goes untouched each quarter. The score decides which fraction gets human attention.