If you’re tired of sifting through endless leads that go nowhere, this guide’s for you. We’re going to break down, step by step, how to use Icypeas to zero in on B2B prospects who actually have a shot at closing—without wasting your week on pointless busywork or falling for SaaS snake oil.
This isn’t a magic bullet, but if you’re in sales or marketing and want a sane, straightforward process to find quality companies, you’re in the right place.
Why Bother Segmenting B2B Prospects in the First Place?
Before we jump into the how-to, let’s be clear: not every company is worth your time. Sending generic cold emails to anyone with a LinkedIn page doesn’t work. You need to focus on:
- Companies that actually need what you’re selling.
- Buyers with budget and authority.
- Organizations that fit your “ideal customer profile” (ICP), not just anyone with a pulse.
Proper segmentation saves you time, keeps your outreach relevant, and—let’s be real—makes your job less soul-sucking.
Step 1: Get Clear on Your Ideal Customer Profile (ICP)
Icypeas can help you segment and target, but it’s not going to tell you who your best customers are. That’s on you.
Start here:
- Industry: Which sectors get the most value from your product?
- Company size: Are you targeting startups, SMBs, or enterprises?
- Location: Is geography relevant? (Don’t overthink this, unless you have a good reason.)
- Tech stack or tools: Do your best customers use certain software or platforms?
- Pain points: What problems do they need solved?
Pro tip: Look at your current best customers. What do they have in common? If you don’t know, go ask someone in Customer Success or Sales.
Step 2: Set Up Icypeas and Import Your Data
Assuming you have access to Icypeas, let’s get it ready.
- Log in and get a feel for the dashboard. (If you’re lost already, their help docs are decent.)
- Import your existing leads or accounts. You can usually upload a CSV or connect your CRM directly. Clean up your data first—duplicate records and missing fields will just slow you down.
- Sync with your CRM if possible. This keeps things up-to-date and avoids manual entry down the line.
What to ignore: Fancy integrations you don’t need yet. Start simple—get your data in and see what’s possible.
Step 3: Build Segments Based on Real Criteria
Here’s where Icypeas starts to earn its keep. You can slice and dice your data in a bunch of ways. Don’t get lost in the weeds—stick to what actually matters for your ICP.
Segment by:
- Company size (employees or revenue)
- Industry and sub-industry
- Geography
- Tech stack (if Icypeas offers this data)
- Engagement or intent signals (e.g., website visits, content downloads—if available)
How to do it:
- Use the filtering tools in Icypeas to create saved segments. Give them clear names (“US SaaS companies, 50-200 employees”) so you’re not hunting later.
- Stack filters to get precise. But don’t go overboard—if your segment is only three companies, you’ve probably over-filtered.
What works: Building 3-5 core segments that match your ICP. You can always get more specific later.
What doesn’t: Chasing every possible variable. “50+ filters” is not a badge of honor.
Step 4: Prioritize Prospects by Quality, Not Just Quantity
Not all segments are created equal. You want to focus on the ones with the best odds.
Ways to prioritize:
- Fit score: If Icypeas gives you a “fit” or “score,” use it as a starting point—but double-check the logic.
- Recent activity: Companies that have visited your site or opened your emails recently are usually warmer.
- Account signals: Funding events, hiring trends, new product launches—any sign the company is growing or changing can mean opportunity.
Pro tip: Don’t trust automated scoring blindly. It can be useful, but algorithms miss nuance. Trust your gut, and tweak as you go.
Step 5: Target (Don’t Spam) With Relevant Outreach
Now that you’ve got quality segments, it’s time to reach out. Icypeas can help you export lists or integrate with outreach tools, but the real leverage is in personalization.
How to do it well:
- Personalize at the segment level. You don’t need to write a snowflake email for every lead, but tailor your messaging to each segment’s pain points and interests.
- Keep it short and to the point. No one reads five-paragraph cold pitches.
- Track responses and replies. Use Icypeas or your CRM to log activity and see what works.
What to ignore: Gimmicky personalization (“Hey, I see you like dogs!”) that doesn’t relate to the business problem.
Step 6: Iterate and Clean Up Regularly
Your first attempt won’t be perfect. That’s normal. The real value comes from tightening your segments and process over time.
Do this every month:
- Review which segments convert best. Kill off or adjust the underperformers.
- Remove outdated or bounced contacts. Bad data wastes time and hurts deliverability.
- Test new filters or criteria. Maybe you missed a winning segment—don’t be afraid to experiment.
What works: Making segmentation and cleanup a habit, not a one-off.
Real Talk: Where Icypeas Shines, and Where It Doesn’t
No tool is perfect. Here’s the honest scoop on Icypeas after some real-world use:
Strengths:
- Easy, fast segmentation: The filtering is straightforward—no need to be a data scientist.
- Decent enrichment: It fills in missing company info without a lot of fuss.
- Integrations with common CRMs and outreach tools: Saves you from spreadsheet hell.
Weaknesses:
- Data coverage can be spotty: Don’t expect every small company or niche industry to show up. You’ll still need to supplement data sometimes.
- Automated scoring is only so-so: It’s a guide, not gospel.
- Price: Not the cheapest tool out there, especially for small teams. Make sure it’s worth it for your volume.
Ignore the hype: Icypeas won’t turn a bad product or pitch into a winner. It’s a tool, not a strategy.
Final Thoughts: Keep It Simple and Iterate
You don’t need a 200-step workflow or the fanciest SaaS stack to find good B2B prospects. Get clear on your ICP, build a few meaningful segments, and reach out with something relevant. Use Icypeas to save time, but don’t let it (or any tool) distract you from the basics.
Start small, adjust as you go, and remember: better prospects beat more prospects, every time.