Prospect Your Biggest, Fastest Accounts First

Overview

Most AEs have a named list of accounts — but no clear way to prioritize them. When everything looks promising, it’s easy to guess where to start or default to the loudest logo.

This Sales Play helps you identify which accounts are most likely to generate meaningful revenue in the shortest timeframe. By defining what “big and fast” means in your territory and running AI-powered scoring across your list, you can immediately see which accounts to prospect first.

Using this Sales Play, Apollo can:

• Assign a territory-specific 1–10 priority score to each account in your list
• Evaluate deal size potential, likelihood to invest, and expected sales cycle speed
• Rank accounts from strongest to weakest opportunity
• Help you focus your outreach on the highest-impact accounts first

Before you start:

• Create a focused list of 25–50 named accounts
• Define what “big and fast” means in your territory (employee range, revenue band, industry focus, geography, sales maturity)

Step 1: Define What “Big & Fast” Means in Your Territory

Open your named account list in Apollo and launch the AI Assistant.

Before running the scoring prompt, clearly define what “big and fast” means in your territory. This ensures the AI prioritizes accounts based on your real-world selling motion — not generic fit signals.

This Play is built to help you identify which accounts are most likely to generate meaningful revenue in the shortest timeframe. Be sure to customize the criteria in the prompt to reflect:

• Your ideal employee range
• Your preferred revenue band
• The industries you close fastest in
• Signals of a defined sales organization (SDRs, RevOps, active hiring)
• Geographic preferences
• Company size thresholds that typically slow your sales cycles

The clearer and more specific your criteria, the more useful your priority scoring will be.

Step 2: Run AI Priority Scoring Across Your List

Before pasting the prompt below, edit the criteria to reflect your territory.
Replace the bracketed sections (employee range, revenue band, industries, geography, etc.) with your actual definitions of “big and fast.”

Then paste the customized prompt into Apollo’s AI Assistant and run it across your full named account list.

Confirm the credit usage and allow the AI to score all accounts in your list.

Once complete, a Priority Score column will appear in your view.

Step 3: Sort and Prospect the Top Tier

Once scoring is complete, locate the Priority Score column in your list.

Sort the column from highest to lowest to immediately identify your strongest opportunities.

The highest-scoring accounts represent those most aligned with your definition of “big and fast” — combining strong deal size potential, clear investment signals, and realistic sales cycle velocity.

Start prospecting from the top of the list.

Instead of guessing where to begin, you now have a territory-specific prioritization model guiding your outreach.

Focus your energy on:

• Accounts scoring 9–10 first
• Then 7–8
• Revisit lower-tier accounts later

This ensures your time is spent where it’s most likely to generate meaningful revenue quickly.

Pro Tip: If your list is highly similar (e.g., all mid-market SaaS), scores may cluster. Focus on relative ranking and start with the highest-scoring accounts first.