Propensity Assessment
Two accounts sit three points apart on a priority score, and what those points are made of is anyone's guess. This skill replaces the number with a case: signals, engagement and fit weighed against your Signals, ICP, Persona and Goals & Objectives memories, returned as why this account, why now, and with what confidence. It runs again whenever the evidence moves, so no account's priority is older than its newest fact. Account Prioritisation weighs the judgement into the team's ranking, Prospecting Next Action reads it before choosing a move, reps and managers override the exceptional cases, and every meeting and opportunity that follows tunes the weighting.
Prospecting
Propensity Assessment
Signal Intelligence
Signals
ICP
Persona
Goals & Objectives
Why this account, and why today
The morning queue, a fresh signal and a burst of engagement all put the same question to an account: does the evidence say now?
01 | The Current Way
02 | AI Added On
03 | AI-Native
A quiet account tops the morning queue
Triage by score and gut
The score was computed on last quarter's weights and cannot be opened. The rep re-triages by instinct and recency, account by account.
More signals in, one number out
Combining signals sharpens the number and hides the case: which signal, which fit criterion, whose goal put this account on top.
The rep reads the case, then calls
The rep checks the reasons behind the rank: the signal, the fit, the goal it serves. Overrides are allowed and every one is recorded.
Two signals in a month from a written-off account
Old verdicts outlive their evidence
The account was parked in spring and nobody re-triages parked accounts. The new signals sit in a feed; the verdict stays where it was left.
The uptick arrives unexplained
A refreshed score registers both signals. What they mean against signal definitions and this account's fit stays unargued, so nobody moves.
Parked accounts get a second hearing
The rep revisits the account with its case: both signals weighed, fit rechecked, confidence included. Attention follows evidence.
Three contacts at one account start engaging
Warmth read tool by tool
Opens and clicks accumulate in one tool, meetings in another. Whether the account is warming or one person is curious is each rep's read.
Warm by volume alone
An engagement score adds up touches. Whether they come from the personas who decide, at an account worth winning, is not in the arithmetic.
Engagement weighed with fit and goals
The rep learns whether to press or park: personas confirmed, ICP fit in evidence, the quarter's goal served. Either way has its reasons.
Capabilities that run this skill
Prospecting
Propensity Assessment
One system that understands, decides, acts and learns.
Every GTM signal flows through an AI-native operating layer into a system that runs on the surfaces your team already uses.
Explore the GTM System →Account & Contact State
Buying Signals
Territory Coverage
Propensity
Lead & Account Routing
Sequence Selection
Meeting Prep
CRM Updates
Alerts & Escalation
Upgrade Targeting
Upgrade Messaging
Upgrade Sequences
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An advantage competitors cannot buy back: years of success and failure, codified.
It keeps a live judgement of how likely each account is to move. Signals, engagement and fit are weighed with your Signals, ICP, Persona and Goals & Objectives memories, and the output is a case: why this account, why now, evidence shown. Meeting and opportunity outcomes adjust the weights.
The ICP settles a slow question: is this a company you win and keep? Propensity works the fast one: is now the moment? A perfect fit can sit still all quarter; a marginal one can light up overnight. ICP Assessment judges fit; this skill weighs that verdict with signals and engagement.
Account Prioritisation builds the team's ranking on it, Prospecting Next Action consults it before choosing a move, and Signal Intelligence reads it when an alert needs the account's standing. One judgement under all three: an account cannot be urgent on one surface and parked on another.
It starts where Signal Interpretation finishes. That skill settles the meaning of a single validated event. This one keeps the account's running likelihood, folding each interpreted signal in with engagement, fit and the quarter's goals, re-weighing whenever a new reading arrives.
RevOps: the ICP, persona and signal definitions are theirs, and weighting changes ship as owner-approved versions. Reps and managers override exceptions, and each override informs the next version. The assessment stays inside the team: any outreach it prompts is a rep's decision and a rep's message.