--- title: Account Scoring and Signal-Based Selling Method | Torke url: https://torke.tech/method description: Torke account scoring: fit out of 20, a signal score out of 100 that halves every 45 days, tiers at 60 and 35, and outreach opened by a dated trigger. --- # How we score accounts and pick the week Every account in your market gets a fit score once and a signal score that changes every week. Outreach opens only when a dated, public event gives the account a reason to listen, and every step leaves a record your team can check. Diagram: A signal score fades over time An illustrative signal score: a dated event lifts the account above the line at 60, where it gets one-to-one treatment, and the signal then loses half its weight every 45 days. ## How does Torke score accounts? Torke scores each account twice. A fit score out of 20 is set once from evidence we can link to, and a signal score out of 100 changes weekly, with each signal losing half its weight every 45 days. At 60 points an account gets one-to-one treatment, at 35 it joins a cohort program, and outreach opens only on a dated trigger. ## Why time outreach to a dated event? Each figure links to the page it comes from, so you can check it before you repeat it. | What the evidence says | Source | |---|---| | About 95% of potential B2B buyers are not ready to buy at any given moment, the 95-5 rule. | LinkedIn B2B Institute, research by John Dawes (2021) | | 73% of B2B buyers actively avoid suppliers who send irrelevant outreach (survey of 632 buyers). | Gartner (25 June 2025) | [](https://business.linkedin.com/marketing-solutions/b2b-institute/b2b-research/trends/95-5-rule) [](https://www.gartner.com/en/newsroom/press-releases/2025-06-25-gartner-sales-survey-finds-61-percent-of-b2b-buyers-prefer-a-rep-free-buying-experience) ## Four steps to a conversation A signal without a dated source never reaches your team. Point at a step to follow it. 1. We build your account book and score each account's fit out of 20 from evidence we can link to, so nobody argues later about why an account is on the list. 2. We watch dated public and first-party signals, such as hiring for buying roles, leadership changes, funding and published reports. A signal without a date is listed for review and never scored, and older signals lose weight over time so a stale event can't make an account look current. 3. We open outreach on the dated trigger and attach the source. Every number and name in the message traces to an approved source, a named person on your team approves each first email before it leaves your mailbox, and nothing is sent before the lawful basis for that country is written down. 4. We connect marketing and sales through shared lifecycle definitions, routing and reports, and when a sample is too small to read, the report says so plainly. ## How an account earns attention The score decides who gets budget and human time, so its rules are written down before the first account is scored. **Signal score out of 100** Each account carries a score whose signals lose half their weight every 45 days, with a cap per signal family, so ten job posts can't outweigh a funding round and an old event fades on its own. **Tiers set the treatment** At 60 points an account gets named, one-to-one treatment, at 35 it joins a cohort program, and below 35 no paid budget is spent on it. **Fast movers raise an alert** An account that gains 20 points inside seven days raises an alert whatever its absolute score, because a sudden change matters more than a high resting level. ## Triggers that open an account Market-wide news can change an account's conditions, and we never write it up as something that company did. Each [industry page](https://torke.tech/industries) lists the signals specific to that market. | Trigger | What changed inside the account | |---|---| | Funding or board pressure | The company has to show commercial progress within a defined period | | First commercial or marketing hire | A new owner needs a system, proof and an early win | | Pilot without a production follow-up | Technical proof exists, while ownership, economics or approval evidence is still missing | | First enterprise customer | One win has to become repeatable across a buying group | | New intelligent product line | The existing sales or channel model doesn't explain the new offer | | Procurement or security delay | A champion can't answer the objections that appear after the demonstration | | Trade show or market entry | Attention rises briefly, and the account plan before and after is missing | | Compliance or certification milestone | An earlier objection is gone and dormant accounts may be ready | ## What do teams ask about the method? Each answer stands on its own, so you can forward one to a colleague, and an assistant asked the same question can quote it as it is. ### How do I build an account scoring model for B2B? Split it in two: a fit score set once from linkable evidence, which Torke scores out of 20, and a signal score that changes weekly. Torke's signal score runs to 100, each signal loses half its weight every 45 days, and each signal family is capped. ### What is signal-based selling? Timing outreach to a dated event at the account, such as a funding round, a first commercial hire or a stalled pilot, instead of a calendar cadence. Torke opens outreach only on a dated public trigger and attaches its source to the message. ### How should account-based marketing accounts be tiered? By score, with the treatment written down in advance. Torke gives one-to-one treatment at 60 points, a one-to-few cohort program at 35 and no paid budget below 35, and raises an alert when an account gains 20 points inside seven days. ### How long does a B2B buying signal stay relevant? It fades. In Torke's model a signal loses half its weight every 45 days, so an old event cannot make an account look current, and a signal without a date is listed for review and never scored. ### What is the difference between account fit and intent? Fit says whether an account could ever buy, from firmographics and evidence, while signals say whether something changed recently that makes now the time. Torke scores fit once and signals every week. ## Where to go next Pages that answer the next question a reader in your position usually asks. ### The week something changed In a category with no search volume, the only reliable opening is reaching an account inside the window a dated, public event created. [Read the article, 4 minutes](https://torke.tech/blog/the-week-something-changed) ### Torke Engine Your own team runs the same engines from Claude, Codex or any MCP assistant. [How Torke Engine works](https://torke.tech/engine) ### Commitments Approved claims, sources, a named approver, a lawful basis and honest reporting. [Read the seven commitments](https://torke.tech/commitments)