Use ICP criteria to decide whether an account deserves researched outreach.
A good first line cannot rescue a bad account. Gate 1: Fit Fit asks whether this account can become a qualified prospect. Look for the account profile that your product can serve profitably: size, segment, geography, tech stack, current process, buyer role, budget pattern, and problem severity. Gate 2: Timing Timing asks why outreach belongs in the buyer's day now. Trigger events include expansion, new leadership, hiring spikes, vendor changes, compliance dates, funding, product launches, or public initiatives. Engagement can help, but engagement without fit should not jump the queue. Invest by tier Tier 1 gets custom research and coordinated…
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