What makes account scoring useful?

Question

Useful account scoring makes the next action obvious. It combines fit and timing, then hands the result into a real routing or outreach decision.

GTM Stack · Accepted Answer

Direct answer Account scoring becomes useful when it stops being a static spreadsheet exercise and starts acting like a live decision system. The important distinction is: - fit: is this the right kind of account?
- timing: is something happening now that makes the account worth acting on? Useful signals can include hiring, funding, product usage, web activity, category intent, CRM history, and recent account changes. The point is not to produce a prettier score. The point is to tell the team what to do next.  What weak scoring gets wrong Weak scoring treats enrichment as the whole job. Strong scoring connects the score to routing, prioritization, or outreach.  Source-backed reference See Nandika Jhunjhunwala's account scoring section in GTM as Code Event Recap.