If you’re in sales, marketing, or customer success and you’re tired of chasing dead-end leads, this guide is for you. The goal: zero in on high value accounts, fast. We’ll walk through exactly how to use advanced filters in Getrafiki to find the accounts that matter — and skip the ones that don’t.
No fluff. No vague “AI-driven insights.” Just practical steps, honest advice, and a few things to watch out for.
Why Finding High Value Accounts Is Harder Than It Sounds
Let’s get this out of the way: most “account scoring” is based on gut feel or incomplete data. You know the drill—someone visited your site twice, downloaded a whitepaper, and suddenly they’re a “hot lead.” Reality check: that’s usually wishful thinking.
Identifying genuinely high value accounts means filtering out noise and focusing on signals that actually matter for your business. The good news? Getrafiki gives you the tools. The bad news? If you’re not careful, you’ll drown in options and false positives.
Step 1: Define What “High Value” Means for You
Before you touch a filter, get clear on your own criteria. Don’t let software force you into someone else’s mold.
- Firmographics: Industry, company size, revenue, region.
- Behavior: Number of site visits, time spent, specific pages viewed.
- Engagement: Opened emails, attended webinars, requested demos.
- Fit: Tech stack, existing customers, buying signals.
Pro tip: Write down your criteria. If you’re working with a team, agree on them. Otherwise, you’ll end up with a Frankenstein’s monster of filters that no one trusts.
Step 2: Get to Know Getrafiki’s Advanced Filters
The filters in Getrafiki are powerful, but only if you know what you’re looking for. Here’s what’s actually useful:
- Account Attributes: Filter by company size, industry, region, and revenue.
- Engagement Metrics: Look at activity level, engagement score, or specific actions (like viewing pricing).
- Lifecycle Stage: Filter by where the account is in your funnel (lead, opportunity, customer).
- Custom Fields: Anything unique to your business, like sales rep assigned or ABM tier.
What to ignore: Don’t get distracted by vanity metrics (e.g., total pageviews if they’re all job listings). Focus on filters tied to real buying intent.
Step 3: Build Your First Filter Set
Let’s build a practical filter set. Here’s an example for a B2B SaaS company:
- Company Size: 100+ employees
(Smaller companies might not be able to afford your product.) - Industry: Technology, Financial Services
(Your best-fit verticals.) - Engagement: Visited pricing or product pages 2+ times in the past 30 days
(Shows real interest.) - Region: North America and Europe
(Where your sales team can actually close deals.) - Lifecycle Stage: Not a current customer
(Focus on new business, not upsells.)
How to do this in Getrafiki:
- Go to the Accounts tab.
- Click Advanced Filters.
- Add each of the above as a filter condition.
- Save the filter set as “High Value Prospects.”
Pro tip: Keep it simple. Start with 3–5 criteria max. If your list is empty, your filters are too tight. If it’s huge, you’re being too loose.
Step 4: Prioritize and Sanity-Check Your Results
Don’t take your filtered list at face value. Here’s how to avoid chasing your tail:
- Sort by engagement score or time since last activity. Accounts that engaged yesterday are hotter than ones who poked around last quarter.
- Look for outliers. If a company shows high activity but doesn’t fit your ICP (Ideal Customer Profile), dig deeper. Sometimes it’s just a job seeker or competitor snooping.
- Remove obvious mismatches: If a company is in the wrong country or too small, ditch them—even if they clicked everything.
Reality check: No filter is perfect. You’ll get false positives and miss some good ones. That’s normal.
Step 5: Save, Share, and Iterate
Once you’ve got a list that feels right, save it. Most teams forget this part and end up reinventing the wheel every time.
- Save your filter set: Give it a clear name. “High Value Accounts v1” is fine. Don’t get hung up on naming.
- Share with your team: In Getrafiki, you can share filters or export lists. Make sure everyone’s using the same definition, or you’ll be chasing different targets.
- Review regularly: As your business changes, so should your filters. New verticals, new product lines, or changes in your sales process all mean it’s time to tweak.
What doesn’t work: Don’t expect one filter set to last forever. High value accounts today might not be high value next quarter.
Step 6: Take Action—Don’t Just Stare at the List
The point of all this is to actually do something. Here’s what to do next:
- Assign owners: Make sure someone’s responsible for each account.
- Personalize outreach: Use what you know from the filters—reference what pages they viewed, or their industry.
- Track what works: Keep tabs on which accounts actually convert, and which ones ghost you. Feed that info back into your filter set.
Pro tip: Don’t over-automate. It’s tempting to set up endless nurture sequences, but real outreach still beats another generic email.
What to Watch Out For (And What to Ignore)
- Don’t trust engagement signals blindly. Some folks just love clicking around. Look for patterns, not one-offs.
- Ignore “shiny object” filters. Every tool has a few filters that sound cool but don’t map to real buying signals for your business.
- Don’t overfilter. If you slice too thin, you’ll end up with no one to talk to. Start broad, then tighten up as you go.
Keep It Simple and Iterate
Don’t let the abundance of filters trick you into thinking the process is complex. The best teams keep things straightforward: clear criteria, simple filters, regular review. The goal isn’t to build the perfect list—it’s to find accounts worth your time and act on them.
Start small, tweak as you learn, and don’t be afraid to toss out filters that aren’t pulling their weight. The tech is there to help you, not to make things more complicated.
Now go find the accounts that actually matter.