Turn a target list into an account-based play, not a spray.
Tier it, set the research angle, build the multi-thread across marketing and sales, and orchestrate touches so the account feels one motion.
Inside: The tiering, the research angle, the multi-thread, and the orchestration.
Install it in one line, or paste it in.
~/.claude/skills/ and runs automatically when it is relevant.Connect your context. Set it to your motion.
it reads the account fields, open opportunities, and existing contacts automatically, so the tiers and threads match the real book.
adds buying-signal data so the play leads with the accounts already leaning in.
fills in the buying committee so the multi-thread plan names real roles, not guesses.
This was built for a B2B SaaS org running tiered ABM into a buying committee. Set these to your stack:
Your tier definitions are yours. The skill tiers against the fit and potential rules you set, not a generic model.
| Set this | What it is | Default / Example |
|---|---|---|
| MAP | marketing automation / email platform | your MAP |
| TIERS | how many account tiers | 3 (1:11:few1:many) |
| FIT fields | what defines a strong account | ICP fieldsfirmographics |
| INTENT source | buying-signal data | your intentwebor ad platform |
| CHANNELS | where touches land | emailadssocialdirect mailevents |
| ORCH_WINDOW | days a play's touches should land within | 10 (re-tune to your motion) |
Everything the skill does, in full.
Takes a list of target accounts and builds the play to work them: it tiers the accounts by fit and potential, sets the research angle each tier deserves, plans the touches across marketing and sales so more than one person is reaching in, and orchestrates the timing so the account experiences one coordinated motion, not scattered noise. The output is a play a rep and a marketer can run together this week, not a strategy deck.
- 1Tier the list (not every account gets the same play)
Sort the accounts into tiers by fit and potential, not by alphabetical luck. Tier 1 accounts earn a 1:1 play with real research behind it. Tier 2 accounts get a 1:few play grouped by a shared pain. Tier 3 accounts get a 1:many play that runs on programs. Name why each account sits where it does, so the effort follows the prize.
- 2Set the research angle (per tier)
Tier 1 accounts deserve a specific hook: a trigger event, an initiative, a named priority you can point to. Tier 2 accounts share an angle across the group. Tier 3 accounts run on the ICP-level message. Write the angle, not just the fact. An angle is a reason this account should care now. A tool like Deepline can pull the firmographic and committee research that feeds the tier-1 angle.
- 3Build the multi-thread across marketing and sales
For each tier, name who reaches in and how. Marketing runs the air cover: ads, content, nurture to the committee. Sales runs the ground game: personalized outreach to the named roles. List the roles the account needs on side, the economic buyer, the champion, the technical evaluator, and mark who owns opening each thread. Single-threaded ABM is just outbound with a bigger logo.
- 4Orchestrate the touches (land together, not scattered)
Sequence the touches inside a window so the account feels one motion, not a marketer and a rep arriving on different days with different stories. Air cover warms, the human follows while it is warm, the follow-up references the same angle. Set the window and the order. Coordination is the whole point of account-based; without it you have two campaigns wearing a trench coat.
- 5Set the trigger to advance (from air cover to human)
Define the signal that moves an account from program to person: an ad engagement, a content download, a site visit from a target role. When it fires, the rep reaches in with the same angle the program was running. The message can carry the account and persona context so the human touch does not restart the conversation. That is the handoff that converts attention into a meeting.
- Every account sits in a tier with a named reason, never sorted by size alone.
- Tier 1 accounts carry a specific angle tied to a real trigger, never a generic value line.
- The thread map names the roles still dark, not only the ones already engaged.
- Marketing and sales touches share one angle and land inside the orchestration window, never as two disconnected campaigns.
- Any account signal or contact carried in is shown as given or sourced, never invented. Sample figures are illustrative only.
ABM PLAY · 12 target accounts (illustrative) Tiering Tier 1 (1:1) 3 accts named initiative + committee mapped Tier 2 (1:few) 5 accts grouped on a shared pain Tier 3 (1:many) 4 accts ICP program only Tier 1 · Acme Corp Angle new VP hired, mandate to consolidate tooling Air cover committee ads + case-study nurture (marketing) Ground champion + economic buyer outreach (rep) Threads champion: engaged econ buyer: DARK <- open next Window touches land within 10 days, air cover leads Next moves: 1. Launch tier-1 air cover Monday; rep outreach follows Wed while warm. 2. Open the economic-buyer thread on Acme via the champion. 3. Group tier-2 accounts on the shared pain; one nurture, five accounts.
Where an operator takes this next.
The tiering and thread map prove the model works on paper. Here's the scaled version.
Coordinated once by hand, coordinated forever by the system.
Connect Salesforce or HubSpot and a scheduled Claude task re-tiers the list nightly as fit fields and open opportunities change.
Wire Clay or an ad platform to flag ad engagement or a target-role site visit, then message the rep in Slack the moment an account is ready to move from air cover to human.
Feed the tier-1 angle into your sequencer (Outreach, Salesloft) so every touch, air cover and ground game, references the same trigger instead of drifting into generic copy.
One skill is the on-ramp.
A single skill does one job. Chained into a playbook, or run as a full build, it becomes a system. Here is where this one plugs in.