Turn the ICP into a company list
Use Sales Navigator filters to match your client's ICP, then let Scrupp turn the search into a clean company list.
Every B2B campaign starts with a list of the right companies. This lesson turns an ICP ("mid-size SaaS companies in the US") into a concrete, exportable list of real target accounts — in minutes, with Scrupp.
From ICP to a verified, send-ready list in one workflow.
Step 1 — Write down the ICP
From Module 2 you have the ideal customer profile — yours, or your client's. Translate it into search criteria:
- Industry — e.g. "B2B SaaS", "Marketing agencies", "Recruiting".
- Company size — headcount or revenue band (e.g. 11–200 employees).
- Geography — the countries/regions you'll target.
- Signals — hiring sales roles, uses certain tech, recently funded, etc.
Step 2 — Build the search in Sales Navigator
LinkedIn Sales Navigator is the most precise way to define a B2B audience. Use the Account filters to match your ICP: industry, headcount, geography, keywords. You'll get a list of company results that fit.
No Sales Navigator? You can start rougher with LinkedIn's free search, but the filters are weaker — Sales Nav pays for itself fast here.
Step 3 — Turn the search into a clean list with Scrupp
Manually copying accounts out of Sales Navigator is slow and error-prone. Instead, run your search and let Scrupp scrape the results into a structured list — company name, website, size, industry, LinkedIn URL — ready to work with. An afternoon of copy-paste becomes one export.
What good looks like
- 100–500 companies that genuinely match the ICP (quality over quantity).
- Off-target accounts filtered out before you spend outreach on them.
- Enough firmographic detail to personalize and prioritize.
Common mistakes
- Too broad. "All software companies worldwide" isn't a list. Narrow until your message could feel personal to everyone on it.
- One giant list. Keep separate lists per ICP segment and per client — it keeps messaging tight.
- Skipping signals. Companies hiring SDRs or recently funded are warmer — use signals to prioritize.
Tip: build narrow, segmented lists. A tight list of 150 perfect-fit accounts with tailored messaging beats 2,000 generic ones — in reply rate and in deliverability.
You have target companies. Next: find the exact decision-makers to contact at each.