If your sales and marketing teams are still arguing over which accounts matter most, you’re not alone. The truth is, prioritizing accounts for your go-to-market (GTM) strategy is a slog — endless spreadsheets, half-baked scoring models, and guesswork dressed up as “intent data.” You can waste a lot of time chasing the wrong logos.
This guide is for folks who want to cut through the fluff and actually use tools like Aomni to zero in on the accounts that will move the needle. We’ll talk through what works, what doesn’t, and how to get real value from Aomni (instead of just another dashboard to ignore).
Why Prioritization Matters (and Why Most Teams Get It Wrong)
Let’s be blunt: not every account is worth your time. Chasing every lead is a recipe for burnout and missed quotas. But most “account prioritization” is just window dressing. Here’s where teams go off the rails:
- Relying on static firmographics: Industry, size, and location are table stakes, but they don’t tell you who’s actually ready to buy.
- Falling for intent data hype: A spike in “research activity” doesn’t always mean buying intent. Sometimes it’s just someone bored on a webinar.
- Ignoring real buying signals: Teams often miss what’s right in front of them — recent funding, leadership changes, tech adoption, or actual engagement with your brand.
If you want to work smarter, not harder, you need a system that helps you spot real opportunities, fast.
What Aomni Actually Does (And Doesn’t)
Before we get tactical, let’s clear up what Aomni brings to the table — and what it doesn’t.
What it does well: - Surfaces recent, relevant signals (like funding, hiring, product launches, tech stack changes). - Maps these signals to your ideal customer profile (ICP) criteria. - Flags accounts showing multiple buying triggers, not just “activity.” - Helps you avoid spreadsheet hell and keeps your lists fresh.
What it doesn’t do: - Guarantee perfect data. No tool can — you’ll always need some manual review. - Replace good judgment. Aomni gets you 80% of the way there, but it won’t make the tough calls for you. - Magically align your teams overnight. You still need to get sales and marketing on the same page.
If you’re expecting a silver bullet, this isn’t it. But if you want to spend less time filtering lists and more time closing deals, keep reading.
Step-by-Step: Using Aomni to Prioritize Accounts
Here’s how to actually use Aomni without getting lost in the weeds. This assumes you already have some idea of your ICP and are ready to focus on practical steps.
1. Define (and Pressure-Test) Your ICP
Don’t skip this step. If your ICP is “anyone with a budget,” you’ll get garbage results from any tool.
- Nail down must-haves: Industry, company size, geography, tech stack, pain points.
- Be honest: If you’re not sure what matters, look at closed-won deals. What do they have in common?
- Pressure-test with sales: Get feedback from folks actually talking to prospects. They’ll spot obvious gaps.
Pro tip: ICPs aren’t static. Set a calendar reminder to revisit this every quarter.
2. Connect Your Data Sources
Aomni works best when it’s hooked into the systems you already use, like your CRM (Salesforce, HubSpot, etc.) and marketing tools.
- Sync your CRM: Import your account list so Aomni isn’t working in a vacuum.
- Add enrichment: If you have data from tools like Clearbit or Apollo, connect those too. The more context, the better the prioritization.
- Check for duplicates: Clean up your data before you start. Garbage in, garbage out.
What to skip: Don’t waste time integrating every possible tool right away. Start with the essentials.
3. Set Up Your Prioritization Criteria in Aomni
This is where Aomni starts to earn its keep. You’ll want to set up rules based on both your ICP and real buying signals.
- Firmographics: Filter out companies that don’t fit your ICP basics.
- Buying signals: Layer in triggers like recent funding, new leadership, tech stack changes, or product launches. Aomni is good at surfacing these.
- Engagement signals: If you have web or email engagement data, add it. Just don’t overweight it — remember, not all clicks are created equal.
Reality check: Avoid the urge to make a “perfect” scoring model. Start simple. You can tweak as you learn.
4. Review and Validate the Ranked Accounts
Here’s where you separate the signal from the noise.
- Review the top 20-50 accounts manually. Are they actually a fit? Anything obviously off?
- Talk to your sales reps. Do these accounts look like real opportunities? Or are you seeing false positives?
- Mark false positives and refine criteria. Don’t just accept what the tool spits out.
Mistake to avoid: Don’t blindly trust the top-scored accounts. Gut check them, especially in the first few cycles.
5. Share Prioritized Lists With Your Teams
Now you’ve got a ranked list, but it’s useless if nobody acts on it.
- Push lists to your CRM: Let reps see prioritized accounts right where they work.
- Share context: Don’t just send a list — include why each account is high-priority (e.g., “Raised $20M last month, new CTO from your last big win”).
- Get feedback: Ask for quick wins and misses. Use this to keep tuning your criteria.
Pro tip: Make it easy for folks to flag bad fits. The faster you learn, the better your prioritization gets.
6. Iterate (Don’t “Set and Forget”)
Prioritization is never one-and-done.
- Set a regular review cadence. Monthly or quarterly, depending on your deal cycle.
- Look for patterns. Which signals actually led to meetings or deals? Which didn’t?
- Update your ICP and criteria. Drop what’s not working, double down on what is.
What doesn’t work: Treating Aomni (or any tool) as a black box. Real-world results beat theoretical models every time.
What to Ignore (and What to Double Down On)
Ignore: - Hype around “AI-driven” everything. If the results don’t make sense, push back. - Fancy dashboards with no actionability. If your reps can’t use it, it’s just noise. - Endless debates about the “perfect” model. You’ll always be tweaking.
Double down on: - Fast feedback loops. The more you learn from the field, the better your lists get. - Real buying signals, not just web clicks or intent scores. - Keeping things simple. Complexity is the enemy of action.
Keep It Simple, Iterate Fast
Account prioritization shouldn’t be a science project. Tools like Aomni can help you surface high-value accounts faster — if you’re honest about what matters and you don’t treat the tool as magic. Start small, get feedback, and keep your lists moving. The teams that win are the ones who act, learn, and adjust — not the ones with the prettiest dashboards.