Tier your targets: 1, 2, 3, skip
Lesson 5 of 12 · Part 2 of 4
No good rep treats every account the same. Tier 1 gets a deeply researched, custom approach. Tier 2 gets a thoughtful template. Tier 3 gets the volume play. Your job search needs the same triage, or you'll burn your best shots first.
from sales · account tiers6 min
Why a single approach guarantees a slow search
The "spray everywhere with the same effort" approach fails twice: you under-invest in the companies you actually want, and over-invest in companies you'd reject if they offered.
Your dream company should not get the same effort as a Tier 3 backup. Treating them the same is the most common, and most expensive, search mistake.
The four tiers
Tier 1
Dream, 5–10 companies
- You'd say yes within 24 hours. Custom application. Multi-touch outreach. 2–3 hours of research per company.
- Cite specifics. Recent product launches, podcast quotes from leaders, company priorities pulled from earnings or all-hands.
- Find a referral. If you can't find an inside path in 3 connections, build one, engage their content, get on their radar.
Tier 2
Strong fit, 15–25 companies
- You'd genuinely consider. Tailored cover letter (not custom), templated outreach with one personalized line.
- 30 minutes of research per company. Enough to reference one specific thing in your application.
Tier 3
Volume, 30–50 companies
- You'd take it as backup. Standard application, lightly customized resume, generic cover letter. 5 minutes per app.
- Set a per-company time budget. If it's taking longer, it's a Tier 2 in disguise, promote it.
Skip
Be honest
- You wouldn't take it. Don't apply. Every Tier-Skip application is time stolen from a Tier 1.
- Wrong industry, wrong stage, hard-no on culture. Your hard no's from lesson 2 are doing real work here.
More on this exact framework, tiers, research depth, breaking into Tier 1: find the recruiter playbook.
The pipeline math
A healthy pipeline runs ~50 active companies, distributed: 5–10 Tier 1, 15–25 Tier 2, 30–50 Tier 3. The math works because you're spending the right time at the right level.
Build your tier list
Prompt 1 of 4
Companies where you'd say yes within 24 hours. Be honest, if you wouldn't move heaven and earth for them, they're Tier 2.Prompt 2 of 4
Specifics. Their product, their leadership, a recent move you respected, the team you'd join. This becomes raw material for outreach in lesson 6.Prompt 3 of 4
Genuinely interested. You'd take a call without hesitation.Prompt 4 of 4
Companies you should NOT apply to even if a recruiter reaches out. Force yourself. Naming them stops you from drifting later.
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