What the score is made of
The Account Score runs from 0 to 100. It adds up four parts, and every account keeps the math behind its number:
An account with too little data shows no score instead of a made-up one. Scores can go down
for good reasons, such as a recent “not interested”, and the breakdown says so.
Steps
1
Score the list
What you get: how many accounts were scored, how many had call history or CRM records, and
the top few. Scores appear on the canvas.
2
Ask why
Never guess at a score. Ask, and Ari reads you the saved breakdown.
3
Tune the weights
Move the weight of one signal or a whole part. Ari scores again and tells you what moved.
4
Create a Scoring Profile
A Scoring Profile is your team’s saved picture of a great account: weighted points, some
marked must-have. Ari drafts one from what it knows about your business and your won
accounts.What Ari asks: two to four short questions, such as “Should an SDR team of 5+ be a
must-have?” Answer them and the profile is saved. To see your saved profiles, open the views
menu in the Ari panel header and choose Scoring Profiles.
5
Score against the profile
Points that the list’s own columns can answer are checked for free every time. Points that
need research on each account show as pending, with a count. They run only when you approve.
6
Edit the profile as you learn
Score people too
People lists rank themselves moments after they land. The rank uses how well each person fits the roles you want, their own call history with your team, how strong their account is, and what your CRM says. Ask for a fresh ranking, a reason, or the buying committee. A persona profile works like a Scoring Profile, for people: function, seniority, skills, time in role, and people to leave out, such as “no interns”.Prompts to try
You’re done when
- Every account with enough data has a score, and you can explain the top five.
- Your team has a saved Scoring Profile with its must-haves.
- The weights match what actually books meetings for you.
Next steps
Find contacts at target accounts
Work the top of the ranking first.
Save winning plays as skills
Turn the weekly re-score into a skill.