THE AI SALES COOKBOOK/MAINS/THE SCORED MARKET

The Scored Market

Reps burn a third of their week on accounts that were never going to buy, because nobody has ever scored the list. Score them, then work them. This assumes your ICP is already defined; start with icp-playbook first if it is not.

TASTE TEST PASSED · RAN IN PRODUCTION
PREP ~30 MIN  ·  COOK DAYS TO WEEKS  ·  EFFORT MEDIUM  ·  SERVES AE, SALES LEADER
MEDIA · THE DISH, COOKED
Walkthrough video: the whole recipe run once, start to plated.

DIRECTIONS

  1. 1
    Run the icp analyst

    Validate the fit rubric on a sample and catch where your current scoring tool is wrong, before running it at scale.

    COOK WITH AN ICP ANALYST · OURS: icp-analyst · OR YOUR OWN

    MEDIA · STEP 1 SCREENSHOT
    What this step's output looks like
  2. 2
    Run the icp scoring

    Stack-rank the market with a reason on every row.

    COOK WITH AN ICP SCORING · OURS: icp-scoring · OR YOUR OWN

    MEDIA · STEP 2 SCREENSHOT
    What this step's output looks like
  3. 3
    Run the outbound list builder

    Turn the top into a prioritized target list.

    COOK WITH A LIST BUILDER · OURS: outbound-list-builder · OR YOUR OWN

    MEDIA · STEP 3 SCREENSHOT
    What this step's output looks like
  4. 4
    Run the prospecting analyst

    Give each rep a lead-by-lead work plan.

    COOK WITH A PROSPECTING ANALYST · OURS: prospecting-analyst · OR YOUR OWN

    MEDIA · STEP 4 SCREENSHOT
    What this step's output looks like

THE FINISHED DISH · WHAT YOU SERVE

A fit verdict per account, a stack rank, a target list, and a per-lead work plan.

MEDIA · THE PLATED RESULT
The finished deliverable, redacted, exactly as it looks when the recipe is done

GO DEEPER · The full playbook page carries the guide, the proof build, and the receipts. Read it.