The pyramid is right, and I'd add one layer under the accounts: the data itself.
Account selection is a decision, and the decision is only as good as the company and contact data feeding it. I lived this at a previous company. Our account scoring ran on a data provider whose ratings turned out to be inaccurate. The score said "good account," reps worked the account, and they never converted to pipeline. The list looked fine. The data underneath it was wrong.
So when you say "when in doubt, start at the foundation," I'd go one step lower: audit the data before you audit the list.
The pyramid is right, and I'd add one layer under the accounts: the data itself.
Account selection is a decision, and the decision is only as good as the company and contact data feeding it. I lived this at a previous company. Our account scoring ran on a data provider whose ratings turned out to be inaccurate. The score said "good account," reps worked the account, and they never converted to pipeline. The list looked fine. The data underneath it was wrong.
So when you say "when in doubt, start at the foundation," I'd go one step lower: audit the data before you audit the list.
Completely agree. I wasn't clear about that. Each layer is, in my view, a combination of data correctness and decisions about how to use that data.
Haha you beat me to it. 100% data as the base layer 🙌🏼