CHAPTER 015 min
Write your ICP in one paragraph
Compress everything you know about your best customers into a single paragraph you'd read to a new hire.
DO THIS
- Company size range
- Industry or vertical
- Growth signal you look for
- The problem you solve for them
TIP
If your ICP paragraph is longer than five sentences, it's a wish list, not a target.
NEXT CHAPTER
02 · Run the search brief
CHAPTER 025 min
Run the search brief
Turn the paragraph into an AI Sales Agent search brief and run it.
DO THIS
- Paste your ICP paragraph
- Add three exclusion filters
- Pull the top 250 matches
TIP
The exclusions matter more than the includes.
NEXT CHAPTER
03 · Cull to 100
CHAPTER 038 min
Cull to 100
Speed-review the 250 and reject 150 by hand.
DO THIS
- Reject any missing your growth signal
- Reject any duplicates of existing customers
- Reject any already in-flight in your CRM
TIP
Rejecting is not filtering — it's the actual work.
NEXT CHAPTER
04 · Tier the list
CHAPTER 044 min
Tier the list
Split the 100 into A (perfect fit), B (good fit), C (worth a swing).
DO THIS
- Tag 20–30 as A
- Tag 40–50 as B
- Everything else is C
TIP
You'll sequence A/B this month and revisit C next quarter.
NEXT CHAPTER
05 · Hand off to outreach
CHAPTER 052 min
Hand off to outreach
Push the tiered list into Outreach Campaigns.
DO THIS
- Export the list
- Import into Outreach Campaigns
- Assign to the right sequence
TIP
Different tiers deserve different sequences. Don't send them all the same email.
WRAP UP
You've reached the outcome.
A working target list, tiered A/B/C, ready to sequence.