Turn an ICP into a scored, prioritized target list.
The firmographic and signal filters, the tiering, the personas per account, and the reason each account earns its spot.
Inside: The fit gates, the 0-100 score, the tiering, and personas per account.
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 your accounts, owners, and prior activity, so you never build a list that collides with an open deal.
fills firmographics, headcount, and technographic data on accounts you only have a name for.
adds funding, hiring, and news triggers that separate "good fit" from "good fit, right now."
This was built for a B2B team running outbound against a defined ICP. Set these to your motion:
Point it at your ICP, not anyone else's. The skill scores fit against the profile you give it, so the list is only as good as the definition behind it.
| Set this | What it is | Default / Example |
|---|---|---|
| ICP definition | who you sell to, in fields | industrysize bandregionmodel |
| ENRICHMENT | firmographic / technographic source | any enrichment tool |
| SIGNAL sources | the triggers that mean "now" | fundinghiringtech changenews |
| FIT filters | the hard gates an account must pass | headcount 50-500cloud stackUS |
| PERSONAS | the roles you sell to per account | economic buyerchampionuser |
| TIER cutoffs | the score bands that split the list | A / B / C |
| EXCLUDE rules | who never belongs on the list | open dealscurrent customerscompetitors |
Everything the skill does, in full.
Takes your ideal-customer profile and turns a raw pile of accounts into a ranked list you can work in order. It filters on the firmographics that define fit, layers on the buying signals that mean now, sorts everything into tiers, names the personas to reach at each account, and writes one line on why each account made the cut. You get a list you can defend, not a list you have to trust.
- 1Fit filter (hard gates first)
Run the firmographic gates before anything else. An account that fails a hard gate is out, no matter how strong its signals. Size, industry, region, and business model are gates. Everything else is a scoring input. This keeps the list honest and small.
- 2Fit score (0-100)
Each account that clears the gates gets a fit score built from weighted firmographics: how close to the center of the ICP on size, industry, model, and stack. State the weights so the score is readable, not a black box. Two accounts with the same score should look alike on paper.
- 3Signal layer (fit plus timing)
On top of fit, add timing. A recent funding round, a burst of relevant hiring, a new product launch, a job posting for a role your product serves, or a technology change are all reasons to move an account up the list this week. Signal never overrides a failed gate. It reorders the accounts that already fit.
- 4Tiering
Sort into tiers off the combined fit-plus-signal score. Tier A is fit and a live signal, work now. Tier B is strong fit, no signal yet, work steadily. Tier C is edge-of-ICP, work only when capacity allows. The tier tells the rep how hard to lean, not just who to call.
- 5Personas per account
For each account name the roles to reach, not just one contact. An outbound touch that hits one person is one point of failure. Map the economic buyer, the likely champion, and the day-to-day user for each account, so multi-threading is built into the list, not bolted on later.
- 6The reason line
Every account carries one plain sentence on why it is here: the fit plus the signal, in words a rep can repeat. If an account cannot earn a reason line, it does not belong on the list.
- No account on the list without a reason line a rep could say out loud.
- Hard gates run before scoring. A failed gate is never scored around.
- Signals reorder accounts that already fit. A signal never promotes a non-fit.
- Excluded accounts (open deals, customers, competitors) are dropped before tiering, not after.
- A fit score always shows the weights behind it. No number without its inputs.
TARGET LIST · 6 accounts scored (illustrative) Account Fit Signal Tier Personas Northwind 92 Series B, 30d ago A VP Sales, RevOps Lead, SDR Mgr Acme Corp 88 Hiring 4 AEs A CRO, Sales Ops, AE Vertex 81 none B VP Sales, Enablement Blend Labs 74 New product launch B Head of Growth, PMM Cirrus 61 none C Sales Lead Delta Co 58 none C Founder Work order: 1. Northwind. Fresh raise, full committee mapped. Lead now. 2. Acme Corp. Hiring AEs signals a scaling team. Reach the CRO. 3. Blend Labs. Launch gives a reason to reach out this week.
Where an operator takes this next.
Scoring one batch by hand proves the logic. Here's the version that keeps the list current without you rebuilding it.
Build the gates once, and let the connectors keep the ranking honest.
A scheduled Claude task pulls your CRM nightly, drops accounts with open deals, and rescoring only touches what changed.
Connect Clay or a similar enrichment tool so a funding round or hiring spike automatically bumps an account into Tier A the day it happens.
Push the daily top-10 into a Slack channel or straight into Salesforce as a task queue, so the list becomes work instead of a spreadsheet someone has to open.
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.