Ten accounts, and only four of them are worth this week.
A list of companies is not a pipeline. What makes an account worth calling is a fit you can argue and a moment you can point at: money raised, a new operations director, a compliance deadline, a system change. This scores both, plots every account by them, and writes the first three touches from the signal itself.
SimulationThe accounts and the signals are written for this demonstration, and the scoring is real code running in your browser. Nothing is connected to a CRM or a data provider. The production build reads the same signals from your own sources, keeps the reasons attached to every score, and writes back to the CRM when a touch is sent.
Fit against timing
Right is a better fit for the profile. Up is a better moment. The corner worth your week is the top right, and the act line is the height at which a moment counts as now.
This week, in order
Halden Logistics
NurtureFits the profile with nothing new. Worth a sequence, not a sprint.
Why it scored that way
- 240 employees, inside the profile
- UK and Ireland, a region you sell into
- Runs Salesforce, which you integrate with
Who to talk to
Ruth Ellison, Operations Director
What was observed3 signals
- New leader
Ruth Ellison joined as Operations Director from a larger carrier in March.
- Growing
Opened a second depot in Warrington and is advertising for 22 drivers.
- Changing systems
Job postings now ask for NetSuite experience where they used to ask for Sage.
The sequence3 touches
- day 0, emailSame day email
About the opened a second depot in warrington
Hello Ruth, I noticed Opened a second depot in Warrington and is advertising for 22 drivers (Local business press, 12 days ago). That usually means the systems behind the change become the constraint. We do that for freight and logistics teams of about 240. Worth fifteen minutes, or shall I send something to read first?
- day 3, callDay three call
Call Ruth Ellison, Operations Director
Open with the signal, not with the pitch: "Opened a second depot in Warrington and is advertising for 22 drivers (Local business press, 12 days ago)". Ask what they are doing about it now, and who else is involved. Do not describe the product until they have described the problem. If they are not the person, ask for the person and the reason.
- day 8, emailDay eight follow up
One more thought on Halden Logistics
Hello Ruth, one short note and then I will leave it. The thing that usually goes wrong at this point is trying to run the new process on the old system of record, which is why we start there. If it is useful I can send the two page version, no call needed. Either way, good luck with it.
How the scoring works
Every point is attached to a reason, so a score can be argued with rather than trusted. Timing decays: a signal from last week is worth more than the same signal from two months ago, because the moment passes.
What it looks at
- Headcount inside the band, a region you sell into, and a system you integrate with.
- Six kinds of signal, weighted by what they usually mean: money raised, a new leader, growth, hiring, a compliance deadline, a system change.
- How long ago each signal was observed, with a half life of about six weeks.
- Supporting signals, counted at a third of the strongest one.
What it does not claim
- A signal is not intent. A funding round means budget exists somewhere, not that they are buying what you sell.
- It cannot see who else is calling them, and it does not pretend the account is unworked.
- The sequence is a starting point written from the signal, not a script to read out.
- The demo sends nothing and writes to no CRM.