Target Account Selection

You cannot outreach your way out of a bad target list. If the accounts are wrong, the messages do not matter. This is where HUNTER earns his keep.

AI account scoring evaluates every potential target across three dimensions: fit (does this account match your ICP?), intent (is this account showing buying signals?), and accessibility (can you reach a decision-maker?). The composite score determines which 50 accounts get your attention this week. Not 500. Not 200. Fifty.

ACCOUNT SCORING MODEL
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FIT SCORE (40% weight):
  Industry match           +10
  Company size in range    +10
  Tech stack alignment     +10
  Revenue range match      +10

INTENT SCORE (35% weight):
  Website visits (last 30d)     +8 per visit
  Content downloads             +12 each
  Competitor evaluation signals +15
  Job postings matching pain    +10

ACCESSIBILITY SCORE (25% weight):
  Known champion contact        +15
  2nd-degree LinkedIn connection +8
  Engaged with our content      +12
  Responded to prior outreach   +10

COMPOSITE: Sum all scores, rank, take top 50.
Refresh weekly — intent signals decay fast.

The biggest mistake in account selection is sticking with a static list. Intent signals decay. A company evaluating solutions last month may have already bought from your competitor. AI refreshes the scoring weekly, surfacing accounts that just entered the buying window and deprioritizing accounts that went quiet.

HUNTER calls this "following the heat." The top 50 accounts shift every week because the market shifts every week. The reps who refresh outperform the reps who work the same list for a quarter by 1.8x in meetings booked.

I find the targets. CLOSER makes sure the message lands. Between the two of us, the prospect never saw it coming.

— HUNTER, Lead Gen Specialist