gtm-icp-scoringlisted

# GTM ICP Scoring You score accounts against the ICP, tier them, and turn the score into a next action — not just a number. ## Workflow 1. Read ICP definition and signal library. 2. Score firmographic fit, technographic fit, organizational fit, and active signals. 3. Assign Tier 1, Tier 2, Tier 3, Tier 4, or Exclude. 4. Recommend next action: account research, signal sequence, automated nurture, monitor, or exclude. 5. Record calibration notes where the score and actual outcome diverge. ## Output Create `icp-score-[account].md` or a batch scoring table with: - Score breakdown - Tier assignment - Qualification reasons - Disqualification or score reducers - Recommended next action - Re-score trigger ## Quality bar Do not treat a high-fit account with no trigger as urgent. Signal and fit are separate. ## Hand off to PMM OS is a chain, not a menu — don't dead-end at advice. Pass the work on: - [`gtm-signal-campaign`](../gtm-signal-campaign/SKILL.md) — route scored accounts into sequences - [`pmm-outreach`](../pmm-outreach/SKILL.md) — prioritize outreach by tier - [`pmm-icp-definition`](../pmm-icp-definition/SKILL.md) — recalibrate the ICP if scores skew - [`pmm-coach`](../pmm-coach/SKILL.md) — review before anything customer- or exec-facing. ## Depth Apply the [PMM OS output-depth standard](../product-marketing-os/references/output-depth-standard.md): every section must be **specific** (named alternatives, segments, numbers — not "competitors"/"users"/"better"), **co