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.
You don't hand-assemble a list. Pick a niche preset or describe your audience, and Scrupp auto-searches and attaches matching leads — so you start from “X matching leads found”, not an empty list to fill. Everything below has a smart default and is pre-filled; advanced control is opt-in.
From ICP to a verified, send-ready list in one workflow — no tool-hopping.
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, recently funded, certain tech, etc.
Step 2 — Build the audience in Scrupp
You don't need a separate scraping stack anymore. In Scrupp there are three ways to turn the ICP into a real list — pick the one that fits where you're starting from.
A. Verticals — the one-click starting point
Open Verticals in the app and pick the niche that matches your ICP ("SaaS", "Marketing agencies", "E-commerce"…). Each card is a pre-built ICP. Hit "Use this ICP" and Scrupp drops you into the Leads Finder with the industry, size and role filters already set. Fastest way from "I know my niche" to a live search.
B. Leads Finder — full control over the filters
Open Leads Finder (the Leads mode of your Contacts page) and search Scrupp's database of 40M+ contacts directly — no Sales Navigator required. Set the filters that match your ICP:
- Company — industry, company size, revenue, founded year.
- People — job titles, seniority, department, location.
- Signals — "Open to work", has email, and more under Advanced filters.
Set at least two filter categories, then hit "Search Leads". Your active filters show as removable chips above the results so you can tighten the audience without starting over, and you can save a tight filter set as a segment to reuse per client.
C. Sales Navigator search — scrape it into a clean list
Already built a search in LinkedIn Sales Navigator? Don't copy-paste it. Click Import Leads → Sales Navigator, paste the search URL, choose how many results to pull, and Scrupp scrapes the profiles into a structured list — name, title, company, website, 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. (Leads Finder also needs at least two filter categories before it will search.)
- One giant list. Keep separate lists per ICP segment and per client — it keeps messaging tight. Save them as segments so you can reload them.
- 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.