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Use this workflow when you have a list of accounts and need to decide which ones deserve sales attention first. It replaces the old lead scoring, signal classification, account scoring, win/loss, and closed-lost recovery pages. The pattern is simple: enrich the account, detect the signals that matter for your market, score the account against your ICP, and write the reason back to a CSV or CRM.

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When to use it

  • Rank a target-account list before outbound
  • Turn closed-won and closed-lost history into a better ICP score
  • Find niche signals that separate good-fit accounts from noisy lookalikes
  • Revisit closed-lost accounts when something material changed
  • Give agents a short, inspectable reason for each score

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Run it from an agent

With Codex:

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Workflow

1

Start with the account list

Use domains when you have them. Company names work, but domains reduce match ambiguity.
2

Enrich firmographics

Pull company size, industry, location, funding, and other structured context with company enrichment.
3

Detect current signals

Check for signals that change over time: hiring, fundraising, leadership changes, expansion, competitive mentions, product launches, and relevant news.
4

Compare against your own history

If you have CRM exports, compare enriched closed-won and closed-lost accounts. Look for signal differences that explain why deals won or lost.
5

Score and explain

Score each account against the ICP and detected signals. Write the tier, score, reason, evidence URL, and recommended next action.

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Output schema

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Useful variants

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Niche signal discovery

Use this when your ICP is too generic.
Good outputs include signal definitions, examples, and caveats. Avoid treating one noisy correlation as a rule. Ask the agent to show the evidence it used.

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Closed-lost recovery

Use this when a lost account may have a new reason to buy.
Route only accounts with a clear change. A lost deal with no new signal should stay out of the campaign.

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New signal detection

Use this when you know a trigger matters but do not yet have a saved play.
Be specific. “Growth signals” is too broad. “Hiring two or more RevOps roles in the last 90 days” is usable.

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Quality rules

  • Pilot on 5-10 rows before running the full file.
  • Keep the scoring model small enough to inspect.
  • Require evidence for every non-firmographic signal.
  • Separate fit from timing. A perfect ICP account with no current trigger may still be a lower-priority account this week.
  • Do not use AI to invent missing firmographics. If a field is unknown, leave it unknown.