Want to stop chasing dead-end leads and start focusing on companies that might actually buy? This guide is for sales, marketing, or RevOps folks who are tired of “spray and pray” prospecting. I’ll walk you through how to segment and target high-value accounts using Xiqinc filters—without the fluff, hype, or wishful thinking.
Why Segmentation and Filtering Matter (No, Really)
Every tool promises “better targeting.” Here’s the real talk: most pipelines are clogged with accounts that’ll never convert. You need a system to filter out the noise and zero in on accounts worth your time. Xiqinc’s filtering isn’t magic, but it is a solid way to get signals on which companies actually matter to your team.
If you already know the basics of account segmentation, you’ll appreciate that Xiqinc’s filters go beyond basic firmographics—though, as always, they’re only as good as your criteria.
Step 1: Define What “High Value” Means for You
Before you touch any filters, get specific about what “high value” actually means for your company. Skip this, and you’ll end up with a list that’s just as useless as any bought email list.
Questions to ask: - What’s our ideal customer size (revenue, headcount, users)? - What industries or verticals do we win in—really? - Where do we have happy customers already? - Are there tech stacks, regions, or maturity levels that matter? - Is “high value” all about deal size, or is it about upsell/cross-sell potential?
Pro tip: Don’t just ask sales or marketing. Pull in customer success or support—they know who turns into a headache after the deal closes.
What to ignore: Popular accounts or “big logos” that don’t match your ICP (Ideal Customer Profile). It’s tempting, but don’t waste cycles on logos for your pitch deck.
Step 2: Map “High Value” Criteria to Xiqinc Filters
Once you’ve nailed down your criteria, map them to filters inside the Xiqinc platform. Here’s how to bridge the gap between your strategy and the tool:
| Your Criteria | Xiqinc Filter Example |
|---------------------------|------------------------------------|
| Company size (employees) | Employee count |
| Revenue range | Annual revenue |
| Industry | Industry (narrow is better) |
| Geography | Country, Region, or HQ city |
| Tech stack | Technologies used |
| Growth indicators | Hiring trends, Funding rounds |
| Intent signals | Website visits, Engaged topics |
Honest take: Some filters (like “intent”) sound great on paper, but can be noisy or lag behind real buying signals. Don’t rely on them alone—use intent as a nudge, not gospel.
Step 3: Build Your First Filtered Segment
Time to get practical. Instead of building a monster filter with ten criteria, start simple:
- Login to Xiqinc.
- Go to the “Accounts” or “Target Lists” section.
- Click “Create Filter” or “New Segment” (names may vary).
- Add your must-have criteria first (e.g., industry, company size).
- Layer in nice-to-have criteria (e.g., technology, recent funding).
- Give your segment a clear name—think “US FinTech 100-500 Employees” not “Q2 List Edit 4”.
Tips: - Use AND/OR logic carefully. Too many ANDs = tiny list. Too many ORs = junk in the mix. - Save your segment for re-use—don’t rebuild it every week.
What works: Sticking to 3-5 core criteria usually gives you a focused, actionable list. If your segment is still huge, tighten your filters or prioritize further.
Step 4: Test and Tune Your Segments
Let’s be real: your first segment probably won’t be perfect. Here’s how to sanity-check it:
- Spot check the list. Pick 10 random accounts—do they look like your best customers?
- Ask your sales team. Would they be happy working this list, or will you get eye rolls?
- Check for “junk” accounts. If you see companies that clearly don’t fit, adjust your filters or exclude certain industries or geographies.
Iterate: - If you’re getting too many “meh” companies, you’re being too broad. - If you’re missing known good-fit accounts, loosen a filter—maybe your revenue or headcount criteria are too tight.
Pro tip: Save each version as a separate segment, so you can compare performance over time.
Step 5: Prioritize Within Your Segment
A filtered list is a start, but you’ll want to rank accounts so reps know where to spend their time.
How to Prioritize:
- Firmographic fit: Closest to your best customers.
- Recent activity: Visited your website? Downloaded content? Higher priority.
- Growth signals: Recent funding, hiring sprees, news mentions.
- Tech stack: Already using complementary tools? Great sign.
Xiqinc lets you sort or score accounts, but take automated scores with a grain of salt. Sometimes the algorithm misses context (like a recent pivot or merger). Use filters for the heavy lifting, then do a quick manual review for your top 20.
Don’t bother: Trying to prioritize off vanity metrics (like “social followers”) unless it directly correlates with your actual wins.
Step 6: Put Your Segments to Work
All the filtering in the world doesn’t matter if your team isn’t acting on these lists. Here’s how to put segments to work:
- Sync with your CRM: Push filtered lists directly into Salesforce, HubSpot, or wherever your team works.
- Align with outbound: Make sure SDRs or AEs know which segment to focus on for their outreach.
- Personalize campaigns: Build messaging that speaks directly to the segment’s pain points.
- Track results: Which segments are converting? Double down on what works, and drop what doesn’t.
Reality check: Don’t expect instant results. It takes a few cycles to see what segments actually move the needle. Avoid “set it and forget it”—keep tuning.
What to Watch Out For (And What to Ignore)
Works: - Using a focused, evolving set of filters—not “set it and forget it.” - Combining Xiqinc data with your own customer insights. - Regular sanity checks and feedback loops with sales.
Doesn’t work: - Building over-complicated segments nobody understands. - Chasing every new “signal” or intent metric like it’s gospel. - Overindexing on company size or funding—look for real buying signals.
Ignore: - Vanity segmentation (just for reporting). - “Hottest” accounts based on generic trends. - Any filter you can’t explain to a new hire in two sentences.
Keep It Simple—And Iterate
Don’t get lost building the “perfect” segment. Start with your best guess, use Xiqinc filters to cut the noise, and check your work often. Keep segments tight, actionable, and easy to explain. Over time, you’ll find what signals actually matter for your team—and you’ll stop wasting time on accounts that’ll never buy. The best segment is the one your reps use.
Ready to get started? Pick your criteria, build your first filter, and see what happens. The simpler your system, the better it’ll work in the real world.