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Rescore every account daily so cold accounts come back when a new trigger fires
Picked and checked by Olga Pearson, SalesUpLevel
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Reported: in Q2, 20% of their pipeline came from accounts the CRM had marked cold 30 days earlier, after new triggers fired on them. Claude Code tiered 110 companies in under a minute, about 80% less sorting by hand.
Kenny Damian writes an icp.md from the last 30 to 50 won deals, has Claude tier accounts against it and give each one a status (proceed, hold, exclude or suppress) with a reason, and checks a library of buying triggers every day. Because accounts are rescored daily, a cold account moves back up the list as soon as something new happens.
By Kenny Damian (@Kenny_GTM on X), Co-founder of Frontal, posting an article on X · Kenny Damian on X ↗ · Oct 29, 2026
If you sell: rescore your cold accounts this week
- Pull your last 30 to 50 won deals and write icp.md: who qualifies, who is excluded, who is priority, and what is unknown.
- Have Claude tier each account using the won deals as the rubric, and give each one a status: proceed, hold, exclude or suppress, with a written reason. When unsure, tier down.
- Pick a few triggers (funding, job posts, reviews) and set an age limit on each so stale ones do not count.
- Check triggers every day and rescore any account where one fires, including accounts marked cold.
- Test on 5 accounts you already know the answer for before running the full list.
Here is our icp.md: [paste]. Here are 10 won deals as examples: [paste]. For each account below, return one status: PROCEED, HOLD, EXCLUDE or SUPPRESS, plus a one-line reason that points to the ICP rule or the trigger. Treat triggers older than [N] days as stale. If you are unsure, pick the lower tier and say why. Accounts: [paste name, website, any trigger and date]
If you lead a team: roll it out
- Have one person own icp.md and the trigger list for the team.
- Report pipeline from re-warmed accounts as its own line each quarter.
Watch out for
- Kenny runs an agency that builds these systems, and the article ends with a pitch. The 20% figure is his own reported number.
- Daily rescoring only helps if your triggers have age limits; otherwise old news looks new.
- This is separate from our other Kenny Damian play on mining old campaigns.
Source: Kenny Damian (@Kenny_GTM on X), Kenny Damian on X, Oct 29, 2026. Results are as reported by the source; we did not measure them.
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