If you’re tired of chasing B2B leads that go nowhere and you want to zero in on accounts with real potential, this guide’s for you. Whether you’re in sales, marketing, or running point on growth, you don’t need more noise—you need a way to cut through it. Here’s how to use Getfollow to actually find and focus on B2B accounts that could move the needle for your business.
Why Account Prioritization Matters (and Where Most Teams Screw Up)
Let’s be honest: most B2B prospecting is a mess. You get a list of companies that “fit the profile,” but half of them are duds and the rest are a black box. Spray-and-pray wastes everyone’s time.
Prioritizing high-value accounts means you: - Spend less time on dead-ends - Focus on companies that might actually buy - Give sales and marketing teams a fighting chance at hitting their numbers
But before you go hunting for “high value,” let’s get clear: no tool (including Getfollow) is going to magically hand you a list of dream clients. The value comes from combining good data with your team’s judgment and some trial and error.
Step 1: Define What “High Value” Really Means for You
Don’t skip this, or you’ll end up with a generic list that won’t help anyone.
Ask yourself: - What’s our ideal customer profile (ICP)? (Think: industry, company size, geography, tech stack, budget.) - Which accounts have turned into great customers before? - Are there segments we want to avoid? (Industries with long sales cycles, companies with bad payment terms, etc.) - What does “high value” mean—big deal size, fast sales cycle, potential for expansion, strategic fit?
Pro tip: Pull your CRM data and look at your top 10 deals from the past year. See what they have in common. That’s a better starting point than any blog post or “best practices” webinar.
Step 2: Get the Right Data Into Getfollow
Getfollow is only as good as the data you feed it. If your sources are junk, your results will be, too.
What you’ll need (bare minimum): - A list of companies (domains, LinkedIn URLs, or firmographic details) - Any first-party data you have (website visits, product signups, recent engagement)
Importing your data: - Upload .csv files, connect your CRM, or use integrations (if you’re fancy and your stack allows). - Clean your data first—dedupe, fill in missing fields, and make sure company names/domains are standardized. Sloppy data = wasted effort.
What to ignore: Don’t obsess about pulling every possible detail. Start with core fields (company name, size, industry, location) and add more only if you actually use them.
Step 3: Use Getfollow to Enrich and Score Accounts
Here’s where Getfollow can actually save you time—if you use it right.
Company Enrichment
Getfollow can pull in details like: - Headcount and revenue estimates - Industry/category - Funding rounds - Tech stack (what tools they use) - Social signals (recent hiring, news coverage, etc.)
Reality check: These fields are only as fresh as the sources Getfollow uses. Don’t bet the farm on funding data or employee count—it’s directionally useful, not gospel.
Account Scoring
Set up basic scoring based on your “high value” criteria. For example: - 10 points if company is in your target industry - 5 points for headcount in your sweet spot - 5 points if they use a competing tool (ripe for a switch) - 3 points for recent funding
Tweak the weights based on what’s actually working for your team. Don’t overcomplicate it with 20 variables—most teams do better with 3-5 simple signals.
Pro tip: Run your top 50 existing customers through the scoring model. If they don’t come out near the top, adjust your weights.
Step 4: Filter, Segment, and Prioritize
Now you’ve got a scored, enriched list. Here’s how to actually put it to work:
- Filter out the obvious non-fits: If a company is too small, in the wrong country, or just not a real business, drop them.
- Segment by score: Sort into “high,” “medium,” and “low” value buckets. Don’t get fancy—a simple color code or label works.
- Spot patterns: Are high scorers clustered in certain industries or regions? Use this to refine your outreach and marketing.
- Create focused lists: Build target lists for sales, marketing campaigns, or outbound sequences.
What to ignore: Don’t waste time on accounts just because they look “interesting” if they don’t hit your core criteria. Curiosity is good, but rabbit holes are endless.
Step 5: Add Your Own Context (Don’t Trust the Tool Blindly)
No tool can tell you everything you need to know. Before you hand off a list to sales or marketing:
- Review key accounts manually: Google them, check their LinkedIn, look for recent news or changes.
- Add notes or tags: If you have inside info (“just raised Series B,” “hiring Head of Ops”), capture it now.
- Gut check: Does this company actually make sense for you? If not, don’t be afraid to bump them down the list.
Pro tip: Use Getfollow’s custom fields or tags to track things you care about (e.g., “In RFP,” “Existing relationship,” “Known slow payer”).
Step 6: Sync With Your Workflow—Not the Other Way Around
Don’t let a tool dictate how you work. Make sure your process fits your team.
- Push lists to your CRM: Most teams live in Salesforce, HubSpot, or similar. Make sure your prioritized lists show up where your reps actually work.
- Set reminders or triggers: Use Getfollow or your CRM to flag high-value accounts for regular follow-up.
- Share context: Make it easy for sales and marketing to see why an account is high priority. A one-sentence note beats a mystery score any day.
What to ignore: Don’t try to automate everything. Manual review and judgment still matter, especially on high-stakes accounts.
Step 7: Test, Learn, and Refine
This isn’t a “set and forget” process. Expect to tweak things as you go.
- Track results: Are high-scoring accounts converting? If not, dig in and adjust your scoring or criteria.
- Get feedback from the team: Sales and marketing usually spot problems before the data does. Listen to them.
- Keep your criteria fresh: Markets change, your ICP evolves, and what’s “high value” today might not be next quarter.
Pro tip: Don’t be afraid to remove or edit criteria that sounded smart but turned out to be useless. Simplicity wins.
What Works, What Doesn’t, and What to Ignore
Works well: - Using enrichment data to quickly filter out non-fits - Simple, transparent scoring models - Combining tool output with real human research
Falls short: - Relying on tool data as gospel—expect gaps and inaccuracies - Overcomplicating your scoring with too many variables - “Set and forget” mindsets (you’ll miss shifts in your market)
Ignore: - Overhyped features you’ll never use (AI scoring, engagement predictors, etc.) - Chasing “interesting” accounts that don’t fit your core criteria - Over-polishing your lists—done is better than perfect
Keep It Simple, Stay Skeptical, and Iterate
If you remember one thing: Fancy tools are only as smart as the people using them. Getfollow can help you cut through B2B chaos, but only if you keep your criteria sharp and your process grounded in reality. Start with what you know, keep your model simple, and don’t be afraid to change things up as you learn. The best teams use tools to speed up what works—not to chase shiny objects.
Now, go build a list that’s actually worth your time.