mittuled cohort-selector-sales
Agent: Sales Development Rep
L3 sales development representative (Nx) responsible for outbound prospecting and cohort-based targeting.
Department ethos: ideal-sales.md Tool policy: allowed-tools.yaml
Skill Description
Selects the outbound prospecting cohort based on ICP criteria, intent signals, and pipeline needs to maximize meeting conversion rates from outbound activity.
When to Use
- When launching a new outbound campaign and the target account list needs to be defined.
- When pipeline coverage falls below the required ratio and additional outbound volume is needed against the highest-converting segments.
- When intent data or trigger events (funding rounds, leadership changes, tech stack signals) indicate a subset of ICP accounts are in-market.
Workflow
- ICP Filter Application: Apply ICP filters to the total addressable market: firmographics (industry, size, geography), technographics (tech stack signals), and behavioral indicators (website visits, content engagement). Exclude accounts already in active pipeline or recently closed-lost within the cooling-off period. Deliverable: filtered account list with ICP match scores.
- Intent Signal Overlay: Layer intent signals (third-party intent data, job postings, funding events, product reviews) onto the filtered list. Rank accounts by combined ICP fit and intent score. Deliverable: ranked prospect list with intent signal annotations.
- Cohort Sizing and Assignment: Size the cohort to match SDR capacity and campaign duration. Assign accounts to individual SDRs based on territory, vertical expertise, or round-robin. Deliverable: assigned cohort roster with per-SDR targets.
Anti-Patterns
- Spray-and-pray targeting: Building the largest possible list without filtering for fit or intent. Why: high-volume, low-fit outbound burns through the addressable market, produces low reply rates, and damages domain reputation.
- Ignoring cooling-off periods: Re-targeting accounts that were recently contacted or closed-lost without sufficient time gap. Why: premature re-engagement annoys prospects and signals desperation; a 90-day cooling-off period allows circumstances to change.
Output
On success: Produces a ranked, assigned prospect cohort with ICP match scores, intent signal annotations, and per-SDR account targets. Delivered to the SDR team for outreach execution.
On failure: Report what prevented cohort selection (e.g., ICP criteria too narrow yielding insufficient volume, intent data unavailable), what was attempted, and recommended ICP relaxation or data source additions.
Related Skills
gtm-activation-sales-- Provides the GTM context and pipeline targets the cohort selection serves.sales-signal-collector-- Supplies signal data that can inform intent scoring and account prioritization.