From alex
Systematically evaluate whether a target account is worth pursuing. Scoring frameworks, qualification criteria, and prioritization models that prevent wasted outreach on bad-fit prospects.
How this skill is triggered — by the user, by Claude, or both
Slash command
/alex:account-qualificationThe summary Claude sees in its skill listing — used to decide when to auto-load this skill
- Evaluating a new lead list before launching campaigns
Account qualification happens at three levels. Each level adds confidence but also adds cost (time, data credits, manual research). Match the depth to the deal value.
Level 1: Automated Screening (seconds per account)
Filters: firmographic + technographic data
Purpose: Remove obvious disqualifiers
Output: "Pass" or "Fail" — binary
Level 2: Enriched Scoring (minutes per account)
Adds: intent signals, hiring data, funding status
Purpose: Rank and tier qualified accounts
Output: Score (0-100) + Tier assignment
Level 3: Deep Qualification (30-60 min per account)
Adds: manual research, contact mapping, trigger analysis
Purpose: Build account plan for Tier 1 targets
Output: Full account brief + recommended approach
When to use each level:
Run every lead through these binary filters before any outreach:
| Filter | Disqualify If | Rationale |
|---|---|---|
| Company size | Outside your serviceable range | Can't serve them / can't afford you |
| Industry | In an excluded vertical | Regulatory, ethical, or capability reasons |
| Geography | In a restricted market | Can't sell there (legal, timezone, language) |
| Existing customer | Already in your CRM as active | Don't cold email your own customers |
| Competitor | They are a direct competitor | Creates awkwardness, unlikely to buy |
| Email validity | Invalid/catch-all email | Hurts deliverability if you send |
| Do-not-contact list | Previously opted out or requested removal | Legal compliance (CAN-SPAM, GDPR) |
| Duplicate | Already in an active campaign | Don't double-email prospects |
| Filter | Flag If | Action |
|---|---|---|
| Company age < 1 year | Very early stage, may not have budget | Move to nurture, not outbound |
| No website | Can't verify legitimacy | Research manually before including |
| Generic email only | No personal email found | Lower priority, but don't auto-remove |
| Title mismatch | Title doesn't match target persona | Check manually — titles vary widely |
For accounts that pass Level 1, build a composite score across four dimensions:
| Dimension | What It Measures | Weight | Scoring Range |
|---|---|---|---|
| F — Firmographic Fit | Does the company match your ICP? | 25% | 0-25 points |
| I — Intent Signals | Is the company in-market now? | 35% | 0-35 points |
| T — Technographic Match | Does their stack indicate fit? | 20% | 0-20 points |
| S — Structural Readiness | Can they actually buy and implement? | 20% | 0-20 points |
Total: 100 points
| Attribute | Tier 1 Points | Tier 2 Points | Tier 3 Points |
|---|---|---|---|
| Company size in sweet spot | 8 | 5 | 2 |
| Revenue in target range | 5 | 3 | 1 |
| Industry is primary vertical | 5 | 3 | 1 |
| Growth stage matches | 5 | 3 | 1 |
| Geography is primary market | 2 | 1 | 0 |
| Signal | Points | Detection Method |
|---|---|---|
| Hiring for role your product serves | 10 | Job board monitoring |
| Recent funding (< 6 months) | 8 | Crunchbase, news alerts |
| Evaluating competitors (G2, review sites) | 10 | Intent data providers |
| Leadership change in target dept | 5 | LinkedIn alerts |
| Website visits (if available) | 7 | Website tracking |
| Content engagement (webinar, guide download) | 5 | Marketing automation |
| Signal | Points | Detection Method |
|---|---|---|
| Uses your integration partners | 6 | BuiltWith, tech detection |
| Uses a competitor (displacement opportunity) | 8 | Tech detection, G2 reviews |
| Recently adopted adjacent tech | 4 | Job descriptions, tech detection |
| Tech sophistication matches your buyer | 2 | Overall stack analysis |
| Signal | Points | How to Assess |
|---|---|---|
| Has the right budget authority title | 6 | LinkedIn search |
| Team size indicates need | 4 | Company data, job postings |
| Not in a buying freeze (no layoffs) | 4 | News, LinkedIn |
| Short sales cycle indicators | 3 | Company stage, deal size |
| Decision committee is small (< 5 people) | 3 | Company size/stage proxy |
| Score Range | Tier | Action |
|---|---|---|
| 80-100 | Tier 1: Bullseye | Multi-channel, hyper-personalized |
| 60-79 | Tier 2: Strong Fit | Signal-based personalization |
| 40-59 | Tier 3: Good Fit | Bucket personalization |
| 20-39 | Tier 4: Stretch | Small batch test only |
| 0-19 | Disqualified | Remove from list |
For your highest-value targets, build a full account brief:
ACCOUNT BRIEF: {{companyName}}
Qualification Score: {{score}}/100 (Tier {{tier}})
Date: {{date}}
Researcher: {{name}}
--- COMPANY OVERVIEW ---
Company: {{companyName}}
Website: {{url}}
Industry: {{industry}}
Size: {{employees}} employees
Revenue: {{revenue}} (estimated)
Stage: {{fundingStage}}
Founded: {{year}}
HQ: {{location}}
--- WHY THIS ACCOUNT ---
Primary signal: {{strongestSignal}}
Secondary signals: {{additionalSignals}}
Timing rationale: {{whyNow}}
--- CONTACT MAP ---
| Name | Title | Role in Deal | LinkedIn | Email |
|------|-------|-------------|----------|-------|
| ___ | ___ | Economic Buyer | ___ | ___ |
| ___ | ___ | Champion | ___ | ___ |
| ___ | ___ | Influencer | ___ | ___ |
--- RECOMMENDED APPROACH ---
Lead with persona: {{primaryContact}}
Opening angle: {{angle}}
Personalization hook: {{specificHook}}
Expected objection: {{likelyObjection}}
Proof point to use: {{bestCaseStudy}}
--- COMPETITIVE CONTEXT ---
Current solution: {{currentTool}}
Likely alternatives they'll evaluate: {{competitors}}
Our positioning: {{differentiator}}
Not every qualified account will respond. Here's when to move on:
| Scenario | Action | When to Re-engage |
|---|---|---|
| No reply after full sequence (4 steps) | Pause. Move to nurture. | Re-engage only with a NEW signal |
| Replied "not interested" | Remove from active campaigns | Never re-engage on same angle. Wait 6+ months with new signal only |
| Replied "not now" | Add to time-based nurture | Re-engage in 30-60 days with new value |
| Replied "talk to someone else" (referral) | Contact the referral immediately | This is a win, not a rejection |
| Bounced email | Find alternate contact or remove | Only re-engage if you find a valid contact |
| Company went through major change (layoffs, merger) | Re-score the account | May upgrade or disqualify based on change |
For processing large lists (1,000+ leads) efficiently:
Step 1: Import raw list
↓
Step 2: Run Level 1 automated screening
→ Remove disqualified (typically 20-40% of list)
↓
Step 3: Enrich remaining leads
→ Add firmographic, technographic, intent data
↓
Step 4: Run Level 2 FITS scoring
→ Assign tiers (Tier 1-4 or DQ)
↓
Step 5: Review Tier 1 accounts
→ Build account briefs (Level 3)
→ Validate contact data
↓
Step 6: Route to campaigns
→ Tier 1 → Multi-channel sequence
→ Tier 2 → Signal-based email sequence
→ Tier 3 → Bucket personalization email sequence
→ Tier 4 → Test batch (validate before scaling)
Expected conversion through the funnel:
Account: {{companyName}}
Date: {{date}}
Level 1 Screening: [ ] PASS [ ] FAIL
Reason if fail: ___
FITS Score:
F (Firmographic): ___/25
I (Intent): ___/35
T (Technographic): ___/20
S (Structural): ___/20
TOTAL: ___/100
Tier Assignment: ___
Recommended Action: ___
Priority Signal: ___
Progressive disclosure: load industry-specific qualification benchmarks and data provider integrations only when qualifying accounts for a specific campaign.
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