If you’re tired of chasing the same old leads as everyone else, you’re not alone. Most sales and marketing tools spit out the usual suspects—big logos, well-known companies, and “hot” industries. But what about the companies nobody else is talking to? What about the segments that aren’t already saturated? If you want to find the hidden gems, you need to get a little smarter with your targeting. This guide is for anyone who wants to use Enlyft to actually discover untapped segments, not just run generic searches.
Let’s get straight to it.
Step 1: Know What “Untapped” Really Means (and What It Doesn’t)
Before you start clicking through filters, get clear on what you’re after. “Untapped” isn’t just “companies we haven’t called yet.” It’s about finding groups that:
- Aren’t already bombarded by your competitors
- Have real potential for your product (not just anyone with a pulse)
- Might not be obvious at first glance
What to skip:
Don’t waste time chasing “blue ocean” for the sake of it. If nobody’s selling to them, sometimes it’s for a reason—they’re not a fit or they just don’t buy.
Pro Tip:
Make a quick list: Who’s overtargeted in your industry? Who gets ignored? What problems do you solve that aren’t obvious?
Step 2: Get Specific About the Problem You Solve
Generic filters = generic results. The best way to find real segments? Start with a problem, not a persona or job title.
- What pain points do your best customers have?
- Is there a niche industry, geography, or company size that faces this problem but gets ignored?
- Can your product solve a “weird” use case others miss?
Jot this down before you open Enlyft. You’ll use it to guide your filtering—not just pick “industry: tech” and hit go.
Step 3: Log Into Enlyft and Open Advanced Filters
Once you’re in Enlyft, skip the basic filters. The advanced filters are where the real magic happens.
How to get there: - Log in and head to the Companies or Accounts tab. - Find the “Advanced Filters” button (usually tucked near the top or side panel).
What you’ll see:
A ton of options—technographics, firmographics, buying intent, hiring trends, and more.
Step 4: Combine Filters to Get Hyper-Specific
Here’s where most people mess up: they use one or two obvious filters and call it a day. If you want to find untapped segments, you need to get creative and layer filters in ways others aren’t.
Examples That Actually Work
-
Technographic + Geography:
“Show me mid-sized companies in the Midwest using a legacy CRM system.” (If everyone’s targeting Salesforce users in California, try the opposite.) -
Industry + Hiring Trends:
“Find fintech firms in Canada hiring for compliance roles.” (Growth in compliance could signal regulatory pain—maybe your tool helps.) -
Firmographic + Intent:
“Companies with 200-500 employees in logistics, showing recent interest in automation.” (If your product automates manual processes, this is your goldmine.)
Filters to Ignore (Most of the Time)
- “Revenue > $1B” (unless your product only works for giants)
- “Companies using [insert trendy SaaS everyone targets]”
- “Open job titles: ‘Innovation Evangelist’” (unless you’re selling to job titles that only exist on LinkedIn)
Pro Tip:
Use exclusion filters. Filtering out over-targeted segments (like Fortune 500) can surface surprising results.
Step 5: Look for Patterns, Not Just Lists
Let’s be real—most tools give you a list of companies and call it a day. That’s not enough. Scroll through your results and look for:
- Clusters by vertical or business model you didn’t expect
- Under-served regions (everyone chases Silicon Valley; what about the Southeast?)
- Companies with odd combinations (e.g., manufacturing firms hiring for AI, or healthcare orgs using marketing automation)
Take notes. You’re not looking for 1,000 names—you want to spot patterns that point to a real segment.
Step 6: Validate Before You Pitch
Just because you’ve found a segment nobody’s talking to doesn’t mean they’re actually a good fit.
- Check company websites. Are they growing? Are they real, or zombie companies?
- Look at recent news or press releases. Are they investing in the areas you care about?
- Use LinkedIn or other tools to see if they’ve bought similar products before. (If nobody in the segment buys tools like yours, proceed with caution.)
Ask yourself: “Would I spend my own money to market to these folks?” If not, tweak your filters.
Step 7: Build a Repeatable Process (Don’t Just Do This Once)
The market changes quickly. Set up saved searches in Enlyft so you can revisit and refine your segments later.
- Save your best advanced filter combos for next time.
- Block off calendar time once a month to review new patterns or changes.
- Share findings with your team—sometimes someone in sales or product will spot something you missed.
Pro Tip:
Don’t get too precious about your segments. What works now might not work next quarter. Stay curious.
What Actually Works (And What to Ignore)
Works: - Layering unexpected filters (e.g., hiring + tech stack + location) - Excluding obvious targets to surface hidden gems - Validating with real-world info, not just database stats
Doesn’t Work: - Hoping for a magic list with one filter - Chasing segments just because they’re big, not because they’re a fit - Relying only on Enlyft data—always check outside sources
Keep It Simple: Start Small, Iterate, and Don’t Overthink It
You don’t need a 50-step workflow or a PhD in data science. Start with something specific, test your assumptions, and tweak as you go. The goal isn’t to find every possible segment—it’s to find a few good ones nobody else is hammering.
The best discoveries usually come from a mix of smart filters, a healthy dose of skepticism, and a willingness to dig deeper. So try a few combos, look for patterns, and—most importantly—don’t be afraid to skip the obvious and chase what everyone else is missing.
Good luck—and remember, the real edge isn’t the tool. It’s how you use it.