Outbound Glossary
Account tiering
Sorting targets into levels so effort matches value. The honest version has very few accounts in tier one.
Tiering splits a target list into groups, typically three, with the top tier receiving bespoke research and the lowest receiving largely automated contact.
The discipline is in the size of the top tier. If tier one holds 200 accounts it is not a tier, it is a list, and nobody will do bespoke work for 200 companies. Twenty is a tier. The point of the structure is to make the trade-off visible, not to label everything important.