TAM · SAM · SOM in motion
Account development
After Map, develop the account: market scope, next motion, committee gaps, LinkedIn and call tasks, job-change reviews. Named-account work — not a blast list.
Market scope
TAM is universe. SAM is qualified and relevant. SOM is in motion this week. Command shows stuck vs reaching so capacity caps mean something.
Keep the account alive
Action queue splits Emails (Y/N), Pick who, and Later. LinkedIn is a separate track — OS logs, it does not send. Job-change reviews: suppress the old seat or propose the new company. No auto-send.
Copy follows the cycle
Early-cycle drafts create demand — they do not fake a live RFP. Mid shapes. Late may use a real close window. Playbook + conversion mechanism still win over generic AI.