Demo workspace · ABM
How accounts move between the lists
The rules of this workspace aren't on this device yet. Open the list once, then come back to this page.
Every account on the list sits in one of three lists. The labels you set decide which list the tool suggests. The team makes the final call, one click per account, in the weekly review.
Open the list →01Three kinds of labels
We follow the method Andrei Zinkevich (FullFunnel) teaches: one short table of criteria, split into three kinds. Each kind answers a different question.
Fit
Does it belong on the list?
The cluster sentence and the three checks at the top of the list. An account that fails them stays off.
Engagement signals
Do they know your team?
Capture evidence of the relationship before moving an account.
Need signals
Is it becoming a priority?
The buying signals of this workspace. Validate them against your own deal analysis.
02The starting rules
The rules this workspace started with. Your team changes them on the List rules page in the tool, and that page shows what applies today. Signals the tool picks up itself count straight away, unless someone dismisses them.
| List | The tool suggests it when | What the account gets |
|---|
| Cluster ICP | | One to many: LinkedIn content, events, marketing. Sales stays out. |
| Future pipeline | | One to few: map the buying team, personal invites, comments on their posts. |
| Active focus | | One to one: weekly touchpoints, a love letter, a bridge offer. Start with one account per salesperson. |
03The tool suggests, you decide
Every signal should be treated as a part of account context and you need to align it with understanding where the account is in the current journey and what would be the best next possible step for this specific account.Andrei Zinkevich, FullFunnel ABM workshop, Amsterdam 2026
- Each open account shows "The list rules suggest …" with the reason. If it differs from the current list, a button moves it.
- Accounts with a suggested move sit at the top of the overview, and the filter Suggested moves shows only them. That's the agenda for the weekly review.
- Suggestions go both ways. ↑ means the signals point higher. ↓ means the account no longer meets the rules of its list: add the signal that put it there, or move it down. Nothing moves by itself.
- Add proof to every signal you add yourself: a link or a screenshot. A signal without a source doesn't count.
04What doesn't move an account
- Labels. They describe the account and help you filter.
- Current relationship and the number of people added.
- A deal. A sales opportunity lives in your CRM. An Active focus account without a deal is normal; a deal doesn't make an account Active focus.
05To agree with your team
- Are these the right engagement and need signals? Anything missing from your own deals?
- Do the thresholds hold?
- Who makes the move in the weekly review: the account owner, or the team together?