Not all accounts deserve the same attention. With an audience prioritization workflow, you can define your accounts, enrich buying committees, and score them against ICP and real-time signals. The result? Your team focuses only on the accounts most likely to convert.
Not all accounts are created equal. Some have the right signals of growth and intent; others are just noise. Without a structured way to prioritize, sales teams waste time on accounts that never convert. Audience prioritization with the Lusha API ensures your BDRs and AEs are always focusing on the right accounts at the right time.
How the workflow works
Here’s a step-by-step play for domain-based prioritization:
Define your account audience
Import from CRM, upload CSV, or build lists with Lusha RECs.
Apply filters to narrow down by industry, geography, or company size.
Prioritize based on signals (companies)
Job changes (new role, promotion).
Buyer intent (market, brand, competitor mentions).
Funding rounds.
Technology changes (added or dropped).
Future signals: growth, website activity, G2 views.
ICP match using a decision tree
Compare against your defined ICP (industry, employee range, tech stack).
Automatically score accounts based on fit.
Buying committee enrichment
For each prioritized account, enrich 3+ contacts via the Lusha API.
Capture job title, phone, and verified email.
Sync to CRM or outbound platform
Push enriched accounts and contacts directly into Salesforce, HubSpot, or your sales engagement tool.
Personalized outreach
Trigger sequences tailored to the signals that drove prioritization.
Example: if funding signal = outreach with “Congrats on your Series B” angle.
Track engagement
Engagement data flows back to CRM, marking accounts “warm” as they respond.
Example automation: Zapier recipe
Trigger: New company added to CRM list
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Action: Lusha API → Enrich company + top 3 decision makers
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Action: Filter accounts by ICP score threshold
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Action: Push enriched contacts into Outreach or Salesloft sequence
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Action: Update CRM with prioritization score + signal context
The value for RevOps and Sales
- RevOps: scalable prioritization framework, less wasted pipeline.
- BDRs/SDRs: clear daily focus, no more chasing cold accounts.
- AEs: engage with higher-probability deals, backed by real signals.
- Marketing: ensure outbound aligns with ICP and intent signals.
KPIs to track
- % of accounts enriched with full buying committee
- Conversion rate by prioritization score tier
- Time-to-first-meeting by prioritized vs. non-prioritized accounts
- Pipeline generated from signal-driven accounts
Best practices
- Start simple: define 2–3 core prioritization signals before layering on advanced ones.
- Automate enrichment in your CRM so reps never see incomplete records.
- Personalize outreach using the exact signal that elevated the account.
- Continuously review ICP scoring logic as your market shifts.
