Starbridge’s Post

New Growth Playbook Alert 📢 It's time to up the quality on your account scoring model. Bad account scoring results in a lack of trust between sellers and leadership. AEs waste hours chasing accounts that are in 5 year locked contracts. Here's how we approach it at Starbridge ➡️ 1. The key to great account scoring starts with creativity. Imagine your ideal customer profile and build a system that reflects it. Don’t skimp on detail - dream big. 2. Once you’ve built your dream ICP scoring rubric, align with your team on how you want to weigh the different data attributes. For example, maybe your team believes that knowing whether an account is vended is a far more important indicator than your current ERP system. 3. Score all of your accounts across your total-addressable-market. Make sure that all the critical data is synced to the account page in a way that is accessible to your sales team. Bonus tip: incentivize sales members with a commission plan that prioritizes your top accounts. Selling to the gov + schools shouldn't be a free-for-all, it’s systematic. Check out the full account scoring playbook below!