How do I decide which accounts to work first?

Decide which accounts to work first by combining three things into one ranked order: how well the account fits, whether a timing signal says now, and whether you already have a relationship to build on. Fit tells you who is worth pursuing; timing and relationship tell you when and where to start.

This is the prioritization capstone for Cluster 1. For routing inbound specifically, see How do I route leads by score?

Is Fit Score enough on its own?

Fit ranks who is worth your time, but a High Fit account with no trigger and no relationship may be a long play, while a slightly lower-fit account that just changed ownership or requested information is ready now. Combining fit with timing avoids working a perfect-fit account that is years from buying.

What timing signals should I layer on, and where do they come from?

Signals that an account is in motion each come from a different source, which is why no one dataset catches them all:

• Recent funding or acquisition from news and funding announcements.
• A leadership change from LinkedIn.
• A new location from the company website and its Google Business Profile.
• New job listings or job changes from job boards.
• An inbound inquiry or a jump in product usage from your own systems.

SignalRx monitors your accounts for these change signals across all of those sources and writes them onto the record in Salesforce, so a shift in the market surfaces on the account itself rather than in a separate tool. The turn a score into action guide covers working the resulting list.

Illustrative example

Illustrative, based on how SignalRx customers work. Two accounts both score High Fit. One is quiet; the other was just acquired by a growing platform (from the news), opened a new location (from its website), and downloaded a pricing sheet (from your own systems). The second goes to the top of today's list even though their Fit Scores are equal.

For net-new prospects, the Fit Score and these timing signals are drawn from external data triangulated across sources, NPPES and CMS for structure plus public change signals from news and funding, LinkedIn, company websites, reviews, and job postings, and where a CRM account is too sparse to score SignalRx fills the gaps from those sources so it still earns a place in the work order. Inference decides which source to trust when they disagree across the registry, CMS, web, social, reviews, and your CRM, so the resolved account is the most reliable version, and the scores, tags, and lists write onto both accounts and their contacts as Revenue Plays native in Salesforce. Once an account becomes a customer, SignalRx adds your own internal signals, revenue, support, and product usage tracked over time, the longitudinal view competitors cannot replicate.

Key takeaways

• Rank by fit, then timing, then relationship.
• Timing signals come from different sources, news, LinkedIn, the web, job boards, and your own systems, so watch all of them.
• A High Fit account with no trigger can wait behind a ready one, and the work order recomputes as signals change.

See it in action: Discover High-Fit Prospects with SignalRx.

Related: How do I prioritize inbound leads by fit? and How do I turn a score into action?