Targeting
Who you sell to, written down
Company profiles, personas, target accounts, tiers, and the people mapped at each.
An ICP sharpens everything downstream: prospect search, which template a rep grabs, what enrichment runs, which accounts the team spends its week on. Targeting is where it lives.
Company profiles
A profile describes a kind of company: industry, size, geography, stack, signals. Mid-market SaaS. Growth-stage fintech. The assistant drafts one from a description of your best customers and a few examples.
Personas
The roles you sell to at those companies: the economic buyer, the champion, the end user. Each with the titles that usually hold it, the pains, and the message that lands. Templates target a persona, so the right copy is one filter away.
Target accounts
- 1Add the companies that fit a profile, to the shared list or your own. Company search and Prospect feed it.
- 2Tier them. Tier one gets a hand-written sequence; tier three gets the automated one.
- 3Map the people at each account with company search and Prospect, and set their personas.
- 4Enroll the mapped people in the sequence for their persona.
Around targeting
The parts of the workspace this one works with.
Prospect
Find people to sell to and pull them into Records, from LinkedIn, from Reddit, from job postings.
Prospect is LinkedIn people search through your own session, with the results landing as people in Records, source attached. Reddit and X are beside it, because the intent is often in a comment thread, not a title.
Tags, statuses and personas
The labels that filters, enrollment criteria, workflows and bulk edits all key off.
Three kinds of label, each for a different question. Tags for cross-cutting groups. Status for where someone is in the lifecycle. Persona for their role in the buying process.
Frameworks
The copywriting structures behind the templates. AIDA, PAS, and your own, tagged and tied to personas.
A framework is the shape a message follows. Attention, interest, desire, action. Problem, agitate, solve. Keep the ones that work, tag them, tie them to a persona, and the assistant writes to them.
Questions
Shared or mine?+
Both. The workspace list is the team’s. Your own list is where you work a territory.
Can the assistant score accounts against a profile?+
Yes. Ask it which companies in Records fit the fintech profile and it reads the profile and the records.
Is there a limit on imports?+
LinkedIn meters searches per account. The activity limits keep you inside it. Enrichment has its own limits under Enrichment settings.
Does it work with Sales Navigator?+
Yes. A Sales Navigator session in the same browser is used when you have one.
Can the assistant prospect?+
Find me twenty heads of sales at Series B fintechs in London runs the search and offers the import.
Where do I edit the status list?+
From the status strip on People or Companies, or from Workspace settings for the colours.
Can a tag be private?+
Tags are shared. Use a saved view for a personal list.
Do I need these?+
No. They make the assistant’s writing consistent and give a new rep the house structures. Start with the three that ship.
Try targeting on your own data
Connect your email, then open a person. Most of the product shows up on that one page once the mail is in.
More in Prospect
Find who to sell to. LinkedIn, job posts, Reddit, and whoever is already on your site.