guide / reviewed 27 Sep 2026
Define an ICP before prospect data
Make account research testable with inclusion, exclusion and buying-context rules.
The situation
A target list is only useful when the team can explain why each account is in scope and what conversation would be relevant. Write the criteria before evaluating the size of any database.
Work through it
- Choose one industry or use case and specify company attributes, buyer context and exclusions. Avoid a target such as all small businesses.
- Review a handful of real accounts manually to see whether the criteria distinguish useful from irrelevant prospects.
- Decide which fields a tool must provide, what the team can verify and where accepted records will be owned.
What to measure
- Sample accounts meeting the written fit rules
- Fields that are present and usable
- Accounts with a justified next action
Boundaries
- A large estimated market does not prove that an outreach message will be welcome or effective.
- Keep lawful contact methods and suppression separate from account fit.
Questions for your own workflow
- Who has the problem now?
- Which accounts are explicitly out of scope?
- What fact changes the next action?