Let's say I’m planning an outreach campaign for a cold outreach tool.
My total addressable market (TAM) includes:
Agencies (lead gen / growth)
Recruiters and staffing firms
Founders running outbound
Based on Clay’s approach, I understand that my ICP should not just be within this TAM, but specifically those showing high intent and buying readiness.
So I’ve defined my ICP as companies within this TAM that:
Actively run outbound (cold email or LinkedIn)
Struggle with personalization and deliverability
Want to scale outreach without becoming generic
I can identify companies doing outbound.
But how do I identify which of them are actually experiencing these problems?
What signals, data points, or indicators can I use to find prospects struggling with:
