Accounts
Stages, buying committees, signals and tiers.
8 articles
Choose the right target accountsPick the companies worth one-to-one work: test fit, timing, reach and deal size, size the list to your time, and know where to find them.Add target accounts and let Ken research themPaste company domains or upload a CSV. Ken researches each company, maps its buying committee and looks for signals. Nothing is sent.Read an accountFind your way around an account: Ken's brief and signals, the four tabs, the details on the right, and how to check a first email against the brief.Account stages, views and the boardWhat each account stage means, what moves an account, how to change the stage, and how to filter, save views and use the board.Map the buying committeeSee who decides at an account, set each person's role, let Ken find the people you're missing, and reach the right people in the right order.Work the account planRead Coming up, edit and add touches, get feedback on a draft, approve on time, and see why a touch waits before it sends.How signals and tiers workWhat counts as a signal, what each is worth, how the score fades over 90 days, and how tiers help you decide which accounts to work today.Hand off an accountWhen to hand an account to an AE, what Ken's hand-off brief includes, how to send it by email, and what changes after.