Contact Prioritisation
14 people at one account clear the filters. Two of them will decide anything. This skill finds those two: every contact is weighed by the role the evidence gives them in the purchase, fit against the Persona and ICP memories RevOps maintains, the Lead Routing and Suppression rules in force and how each person has engaged so far. Contact Sourcing uses the ranking to choose which names get added at all and Prospecting Engagement to order who hears from the team first, while replies, meetings and deal outcomes keep teaching the method which people were worth the attention. The relationship nuance stays with the rep.
The shortlist inside the account
An account earns its place on the list once. The people inside it get chosen again at sourcing, again at outreach and again before every meeting.
01 | The Current Way
02 | AI Added On
03 | AI-Native
Enrichment returns 45 names for one target account
Whoever has an email address gets added
The rep skims titles and picks the familiar ones. Who actually matters most to the deal is a guess, and the guess differs rep to rep.
A rank that only reads seniority
Title order looks decisive and settles little: who shapes this purchase depends on persona and account context a title list never holds.
A list already ordered by role and fit
The rep works a short list ordered by role and fit, sees why each name is on it and spends sourcing time on people who can move the deal.
Outreach kicks off at an account with a full buying group
Start at the top of the org chart
Outreach goes to the most senior titles first. The people who live with the problem day to day get found late, or by a lucky reply.
Speed applied to an unranked list
A title ranking speeds the sending, but persona fit, suppression rules and past engagement are exactly what a title sort leaves out.
Outreach aimed at the buying roles first
The rep opens with the people evidence says will answer, suppressed contacts never join the queue, and replies reshape the next ranking.
A first call books with one of a six-person buying group
Prep centres on the name on the invite
The rep preps for whoever booked the call. Who can buy, who might block and who is missing from the invite comes up once the deal stalls.
A briefing scoped to the invite list
Summaries brief the rep on the attendees and miss the absent stakeholder who will decide the purchase: the invite is all they read.
Who to ask for is settled before the call
The briefing names who booked, the part they play and who to ask for next, so the first call widens coverage of the buying group on purpose.
Capabilities that run this skill
Prospecting
Contact Sourcing
Prospecting
Prospecting Engagement
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By judging each person against explicit definitions of who matters. Here every contact is measured against the Persona and ICP memories, filtered by Lead Routing and Suppression rules, and weighed on their engagement so far, so the order shows its reasons, for the rep to inspect and overrule.
It should set the order. Personas define the parts people play in a purchase, so selection starts from the part the evidence says this person plays and treats the job title as one clue among several. Two people with the same title can deserve opposite priorities in the same account.
Inside the work it already shapes. Contact Sourcing leans on it when deciding which names join an account, and Prospecting Engagement uses it to order the outreach queue. The rep rarely opens the skill itself; they meet it as a shorter list with the reasons written on it.
That skill stops at the account's front door. It ranks companies, weighing fit and likelihood against capacity and quarterly goals; once an account earns attention, Contact Prioritisation decides who inside it gets that attention, on persona and engagement evidence the account ranking never reads.
The rules are people's, and they are written down. RevOps maintains the Suppression and Lead Routing memories and the Persona and ICP standards beneath them, so exclusions are written, never improvised. The skill recommends an order; any message to a prospect is a rep's to choose and send.