How to build a criteria of what a good account is?

​How to Build Clear Criteria for What a “Good Account” Actually Is

​Most SDR teams don’t have an outreach problem.
They have an account selection problem.

​Reps are working hard on the wrong accounts, leaders can’t explain why certain accounts are prioritised, and “ICP” lives in a slide deck instead of in daily execution.

​In this SDR Leaders of EMEA webinar, we’ll break down how high-performing teams define, pressure-test, and operationalise clear criteria for what a good account really looks like: so outbound, inbound, RevOps, and AEs are aligned on the same targets.

​This session is about turning judgment calls into repeatable decision rules.

​What we’ll cover:

• ​How top SDR leaders define “good accounts” beyond generic ICP statements

• ​The signals that actually matter (and which ones are noise)

• ​How to balance firmographic data, intent, timing, and territory reality

• ​Where account criteria commonly break down as teams scale

• ​How to turn account criteria into daily SDR execution — not just strategy docs

​We’ll also look at how teams are using tools like PG:AI to:

• ​Score and prioritise accounts objectively

• ​Reduce manual research and gut-feel decisions

• ​Create a consistent, explainable account selection across regions

​This is a practical, leader-to-leader discussion: not a product demo, not a theory session. You’ll leave with clearer thinking, sharper questions, and frameworks you can apply immediately to your own account model.

​Sponsored by PG:AI
Supporting SDR leaders in building smarter, data-driven account selection models across EMEA.