Your play
Bad data slows outbound before it even starts. Many target lists are built on guesswork, which leads to inaccurate data across the board. Reps lose trust in the list, connect rates drop, and effort gets wasted fast.
This play shows you how to turn a clear Ideal Customer Profile (ICP) into a high-fit target list in minutes, using verified data your team can action straight away. That means less time chasing dead ends, higher connect rates, and more first conversations because your outreach is landing with the right accounts from day one.
Tools
Firmable: Use to turn your ICP into a clean target list fast, validate key details, and push the right accounts into your workflow.
CRM: Use to assign ownership, track progress, and keep your CRM fresh with accurate account and contact data as reps work through target accounts.
Actions
Step 1: Lock in your ICP
Start with your TAM (Total Addressable Market) and narrow it down into an ICP (Ideal Customer Profile)that your team can action. It doesn’t need to be perfect, just clear enough to guide AI search in the right direction. Include key information like industry, company size, region, buyer roles, and the trigger or problem you solve (so the list matches real buying fit, not just firmographics).
Step 2: Run AI search and review results
Type your ICP into Firmable’s AI search to generate an ICP-matched company list. Firmable applies filters automatically, so you start high-fit. Quickly scan the top results and tighten your ICP wording or filters until the list feels “workable” for reps.
Optional: If you need a tighter segment, add additional filters such as tech stack, hiring activity, funding status, or revenue range.
Step 3: Save the list and push to your CRM
Save the list with a clear, identifiable name so it’s easy to assign and measure later. Once confirmed, push the list into your CRM – like HubSpot or Salesforce – to keep records current and ready to be assigned.
Step 4: Activate outbound with fresh data
Assign ownership and activate outbound. As account and contact details change, your list will update automatically, so your team can work from accurate lists without constant manual clean-up.
Step 5: Review and refine
Capture outcomes and next steps so weekly reviews improve targeting, messaging and ownership over time.
Pro tip: once your list is live, you can layer buying signals, so sales reps can prioritise the right accounts first, based on what’s changing right now.
Template
Outbound activation checklist
- Define TAM and ownership
- Write ICP (one clear sentence)
- Further refine list with filters
- Push updated lists to your CRM
- Activate outbound
- Assign owners and daily targets
- Share the “why this list” + first-touch angle
- Run phone-first, then email + LinkedIn
- Review call connects and reply rates from the list
- Check skip rate
- Refine or pause if needed
Metrics
- Time to first touch
- Connect or hold rates from call outreach
- Open or reply rates from email outreach
- Meetings booked from the list
- Pipeline created from the list
Bottom line
Strong outbound starts with strong targeting. When your ICP is clear and your list is accurate, your team moves faster and outreach stays relevant.
Try running this play this week or talk to our team to turn your TAM (Total Addressable Market) into clean, outbound-ready lists that stay relevant as companies and contacts change.
