Tier account scoring
Tier account scoring is a ranking system that scores prospect accounts against an agency's actual delivery fit, not proxy signals like headcount or funding.
Most scoring models default to easy-to-find proxies — company size, industry, funding stage — that correlate weakly with whether the account will actually close and stay. Tier scoring instead weighs criteria drawn from the agency's own win/loss and retention history.
The output is usually three or four tiers (e.g. A, B, C) that determine how much selling effort, research depth, and personalization an account is worth before the first outreach is sent.
Why it mattersWithout tier scoring, sales time gets spread evenly across accounts regardless of actual win probability, wasting effort on low-fit prospects.
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