RX 4 - Building a Smarter Account Qualification Model | Amanda Heredia, ABX Stack
Description
In this week’s episode of the Revenue Xchange, host Davis sits down with Amanda Heredia, Principal ABM Strategist & Founder at ABX Stack.
Key Takeaways:
1) Four-Badge Qualification System: Replace one-size-fits-all account scoring with distinct badge types. Each representing a different buying motion with specific signals, owners, and expiration windows.
2) Signal Stacking is Non-Negotiable: Single-platform ABM tools can fall short. Effective account qualification requires layering signals from multiple sources to build actionable intelligence that sales will actually trust and act on.
3) Capacity Controls Prevent Noise: Without expiration windows and account caps, “qualified” accounts become zombie leads that erode trust. Every badge needs a deadline, and every team member needs realistic account limits.
Closing Note: Amanda shares lessons from auditing thousands of leads and discovering over $1M in pipeline that sales had overlooked. For GTM leaders looking to improve how accounts get qualified and prioritized, this episode provides a structured approach to account scoring with clear badge definitions, signal requirements, and capacity controls.
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