Your ICP (Ideal Customer Profile) defines the type of company and type of person who’s most likely to buy from you.

This framework will help you filter for only the most relevant, high-converting leads in Apollo.

🎯 Step 1: Define Your Perfect Customer

Answer these five questions before you even open Apollo:

1. Industry

   What kind of businesses do you serve best?

   Example: Marketing Agencies, SaaS Companies, E-commerce Brands, Coaches, Real Estate Teams, Construction Firms.

2. Company Size

   Who gets the most value from your service?

   Example:

   • Small: 1–10 employees (good for done-for-you services)
   • Medium: 10–100 employees (good for scalable systems and automations)
   • Large: 100+ (good for enterprise automation or consulting)

3. Location

   Where are your ideal clients located?

   Example: United States, Canada, Australia, or city-specific (New York, London, Sydney).

4. Pain Point / Trigger Event

   What problem or event signals they need you? Hiring for a B2B sales, recent

   Example:

   • Recently hired a sales team → likely needs lead generation. (Hiring Intent Lead Gen System)
   • Posting blogs but low site traffic → likely needs content system. (Google/Apify Scrape)
   • Hiring customer support → likely needs AI voice agents. (Hiring Intent Lead Gen System)

👤 Step 2: Define the Decision Maker

1. Role Titles

   Who actually makes the buying decision?

   Example:

   • Lead Gen → CEO, Founder, Head of Growth, Marketing Director
   • Content System → CMO, Marketing Manager, Content Director
   • Voice Agent → COO, Operations Director, Customer Support Manager

2. Seniority Level

   Usually target people with authority: Owner, Founder, Director, VP, Head of, Manager. Director and higher.

3. Keywords in Job Title

   Add these as OR filters in Apollo. Sales, Revenue, Growth

   Example: “Marketing”, “Growth”, “Sales”, “Revenue”, “Operations”.

🧱 Step 3: Build Your Apollo Filters

When setting filters in Apollo:

• Company → Industry, Size, Location, Tech Stack
• Person → Job Title, Seniority, Department
• Keywords → Optional tags like “B2B”, “Ecommerce”, “SaaS”, “Agency”