Section outline
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Introduction
This section helps founders and sales teams move from “anyone who might buy” to a focused, evidence-based targeting approach. You’ll learn how to segment markets precisely, deepen your ICP, and spot high-intent timing signals so pipeline effort goes to the right accounts. The outcome is clearer prioritization, sharper positioning assumptions, and fewer wasted cycles on low-fit opportunities.
Learning Objectives
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Build a practical segmentation model using firmographic and trigger-based criteria.
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Define a deeper ICP that accounts for workflows, constraints, and buying realities.
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Prioritize segments and accounts using intent signals, competitive context, and sequencing tradeoffs.
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