Are you running account-based marketing (ABM) campaigns and tired of wasting time on accounts that go nowhere? If you’re looking to get practical about targeting—less spreadsheets, more results—this guide’s for you. We’ll walk through exactly how to use Infotelligent to segment and prioritize accounts that actually move the needle.
Whether you’re in sales ops, demand gen, or just the unlucky soul tasked with “figuring out ABM,” you’ll get a clear, no-nonsense plan for turning a big list into a shortlist you can actually work with.
Step 1: Get Real About Your Ideal Customer Profile (ICP)
Before you even open Infotelligent, stop and ask: who’s really buying, and why? Don’t just copy-paste last year’s ICP or some vague persona doc.
What matters most: - Firmographics: Industry, company size, revenue, region. - Tech stack: What are they already using? Does your product actually fit? - Intent signals: Are they showing signs they’re in the market? - Past wins/losses: Look at who’s actually closed, not just who sales wants.
Pro tip: If you’re not sure, pull your last 20 closed-won and 20 closed-lost accounts. What do the winners have in common? That’s your starting point.
Step 2: Build Your Account List in Infotelligent
Once you’ve nailed the ICP, now’s the time to use Infotelligent’s filters—not just dump every company in your target market.
How to do it:
- Login and head to Account Search. Don’t bother with “all accounts”—start with filters.
- Apply firmographic filters.
- Industry (be as specific as possible—“Software” is too broad)
- Employee count (Infotelligent’s numbers are decent, but always gut-check)
- Revenue range
- HQ location or region if it matters
- Use technographic filters.
- Target by the products they use (e.g., Salesforce, AWS, etc.)
- This is only as good as the data. If in doubt, double-check on LinkedIn or BuiltWith.
- Layer in intent data (if available).
- Infotelligent has intent signals, but don’t treat them as gospel—use them to prioritize, not to exclude.
- Export the list.
- Don’t grab 10,000 accounts. Start with a manageable number—think hundreds, not thousands.
What to skip: “Cool company” FOMO. Just because a brand is hot doesn’t mean they’re a fit.
Step 3: Segment Accounts into Tiers
Not all accounts deserve the same attention. It’s tempting to treat your whole list as “top priority,” but that just leads to watered-down outreach.
Here’s a simple, effective way to tier your accounts:
- Tier 1: High-fit, high-intent.
- Matches ICP perfectly
- Strong buying signals
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Big enough to matter
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Tier 2: Good fit or intent, but not both.
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Maybe they’re a perfect fit, but no intent yet. Or vice versa.
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Tier 3: Wildcards.
- Fit is “meh,” but you have a hunch (or a warm intro).
How to do this in Infotelligent: - Use tags or custom fields in Infotelligent or your CRM to mark tiers. - If you’re exporting to CSV, add a “Tier” column before importing anywhere else. - Don’t overthink the criteria—speed matters more than perfection.
Pro tip: If you’re stuck deciding between Tier 1 and 2, ask: “Would I spend $50 just to get this account’s attention?” If not, drop them down a tier.
Step 4: Prioritize with Real Buying Signals
Intent data is everywhere, but a lot of it is noise. In Infotelligent, you’ll see things like: - Content engagement (did they read a whitepaper?) - Website visits - Job postings (are they hiring for a role that uses your product?)
What’s actually useful: - Multiple intent signals from the same account (not just one click) - Recent activity (past 30-60 days tops) - Job changes (new C-level hires are often good triggers)
What’s not: - One-off website visits - Vague “interest” flags - Social likes (unless you’re selling to social media managers)
How to work this into your workflow: - Sort your Tier 1 and 2 lists by most recent, most frequent signals. - Set up alerts in Infotelligent, but check them weekly—not just when you remember. - Combine with CRM data—sometimes your reps know more than the platform.
Step 5: Clean and Enrich Account Data
Let’s be real: no B2B data tool is 100% accurate. What matters is catching and fixing the worst gaps early.
What to check:
- Company names: Duplicates, weird spellings, holding companies.
- Contact info: Key decision-makers, not just generic emails.
- LinkedIn profiles: Are they up-to-date? Sometimes Infotelligent lags a few months behind.
- Tech stack validation: Cross-check with other sources if it’s a dealbreaker.
Pro tip: Assign one person to spot-check 10% of your list before going full speed. You’ll catch weird patterns that way.
Step 6: Push Segmented Lists to Your Campaign Tools
Don’t let lists sit in a spreadsheet graveyard. Once you’ve cleaned and segmented in Infotelligent:
- Sync with your CRM or marketing automation. Use integrations or CSV upload.
- Tag accounts by tier and key characteristics. Makes campaign targeting easier.
- Share the list with your sales team. Get their feedback—sometimes they know a company’s a dud before the data tells you.
Watch out for: - List fatigue: If you’re re-using last quarter’s accounts, check for recent activity. Stale lists kill campaigns. - Over-targeting: Don’t hit all tiers with the same message. ABM works when it’s focused.
Step 7: Review, Refine, and Repeat
No fancy tool (including Infotelligent) will get this perfect the first time. Here’s what separates average teams from the ones that actually win deals: - Monthly review: Who’s engaging? Who’s a dead end? - Tighten your ICP as you learn. Be brutal—cut what’s not working. - Update tiers: Move accounts up or down as new info comes in.
What to ignore: Endless “analysis paralysis.” Spending weeks perfecting your segmentation won’t drive pipeline. Take action, tweak as you go.
Wrapping Up: Don’t Overthink It
ABM isn’t about having the fanciest filters or the biggest list. It’s about focusing on accounts that actually show promise, then getting your team aligned to go after them. Infotelligent helps, but only if you keep things simple and revisit your process often.
Start small, keep your criteria sharp, and don’t be afraid to cut accounts that just aren’t showing real intent. The best ABM teams iterate fast—so should you.