Use Top Target Accounts
Review high-propensity accounts that are ready for new pipeline or worth re-engaging.
Top Target Accounts surfaces high-propensity accounts that do not currently have active pipeline. Use it to decide which companies to prospect next and which previously lost accounts may be worth re-engaging.
Open Top Target Accounts
Go to Home and find Top Target Accounts.
The card uses account propensity scores and opportunity history to build a prioritized list.
Review Net New accounts
Use Net New for accounts with a propensity score and no prior opportunity history.
These accounts are good candidates for first outreach, prospect research, or new campaign enrollment.
Review Re-light accounts
Use Re-light for accounts that have prior closed-lost opportunity history but no active or closed-won opportunity.
These accounts may be worth revisiting when new signals, timing, or messaging make the account relevant again.
Sort and inspect accounts
Sort by account name, activity, inbound engagement, outbound engagement, or propensity score.
Open the score details when you want to understand why GTM Engine ranked an account highly. If an account plan is available, open it to review recommended entry strategy, compelling events, value narrative, meeting hooks, and next steps.
Keep recommendations useful
Top Target Accounts works best when:
- Products and ICPs are configured.
- Propensity scoring is enabled and tested.
- Account and opportunity records are synced or entered consistently.
- Closed-lost and active opportunities have accurate stages.
Next steps
Configure forecast categories
Choose whether GTM Engine forecasts from CRM forecast categories or opportunity stages, then map source values to GTM Engine forecast buckets.
Prioritize opportunity engagement
Use Opportunity Engagement Health to find deals that need follow-up based on recent inbound activity and scheduled meetings.