Score the whole market, then work the top
Reps burn a third of their week on accounts that were never going to buy, because nobody has ever scored the list. Score them, then work them. This assumes your ICP is already defined; start with icp-playbook first if it is not.
Score the whole market, then work the top
Reps burn a third of their week on accounts that were never going to buy, because nobody has ever scored the list.
Score them, then work them. This assumes your ICP is already defined; start with icp-playbook first if it is not.
Details
Details
Details
Details
One rubric for the market
Score the whole TAM, a tier and a move per account.
A fit verdict per account
A stack rank
A target list
A per-lead work plan
The workflow that solves it, one step at a time.
Each step is the plain question you are already asking. The skills answer them in order, one handing its receipt to the next.
Rolls firmographics, product usage, hiring intent, and tech stack into one 0-100 verdict, and flags where a scoring tool is wrong.
Fair across channels, blank fields never scored as zero, with a why behind each account's score.
The firmographic and signal filters, the tiering, the personas per account, and the reason each account earns its spot.
Sorts every lead into hot, engaged, cold, or never-touched, computes days-dark, and names the next move per lead.
A fit verdict per account, a stack rank, a target list, and a per-lead work plan.
- All 4 chained skills resolve to real, scored skills.
- Has a problem, an outcome, 2+ steps, and proof from a real build.
- Ships an example chat showing the play run in Claude.
- Reads in plain operator voice, grounded in a real build.
We did not just check the structure. A judge read this play against the full text of every skill it chains (composition), then ran it on a real scenario end to end (simulated). It passed both. Test scenario: A RevOps lead has a defined ICP but a 2,400-account universe nobody has ever scored, and reps are working the list alphabetically.
This play runs across the org, not inside sales.
Every function below owns a piece of the play. Skip one and it stalls where most GTM plays stall: in the handoff.
Without it: The rubric is right and the rows are wrong
Without it: Sales and marketing score the same market two different ways
Without it: You rank the market on who buys, not who stays
Watch the skills answer in order.
Describe your situation in plain language. The right skill fires on its own and hands its receipt to the next.
Before you run it, I ran it for real.
This workflow is genericized from a real build. Here is the number it moved, and what I actually did.
WHAT I DID ›
You cannot prioritize a market by scoring one deal at a time. Put the entire TAM through one rubric, fit for the base, product for the lift, intent capped so it can only help, and make reps work the ranked list top-down. The teams that do book more of the right pipeline and stop burning a quarter of their capacity on accounts that were never going to buy.
Dig into the full build →The score is only as good as the rubric behind it
The skills hand the team a fit verdict on every account, a stack rank, and a per-lead plan; the revenue comes from reps actually working the top of the rank instead of their pet accounts. Here is how a sales leader gets the team to trust a score enough to obey it.
Before icp-scoring runs at scale, the team hand-scores a sample with icp-analyst, argues the misses, and locks the rubric. Rerun the calibration any time the ICP definition moves.
- 01Train reps to work the reason
Every scored row carries a reason. Teach reps to open with the reason in their outreach, so the score shapes the message and not just the order.
- 02Set the rescore cadence
The market gets rescored on a fixed rhythm and after any ICP change. A stale rank is a confident way to be wrong.
- 03Hold the line on the top tier
Rep time follows the stack rank. In pipeline review, ask about the top-tier accounts not yet worked before anyone presents a long shot.
- 04Inspect the misses both ways
Pull the high scores that went nowhere and the low scores that closed, and take both back to the rubric. The prospecting-analyst work plans are only as good as the rank they inherit.
One plugin. 4 skills, bundled.
The whole playbook installs as a single plugin in Claude Code, no copy-pasting 4 times. Or grab any single step above. It runs on what you paste; connect your stack to go live.