Targeting is the discipline that decides whether a sales team hits targets or wastes time on the wrong accounts. This category collects articles about how to define an ICP based on real data, how to segment the market using firmographics, industry datasets and business signals, and how to score the whole market with predictive models. We write for marketing managers, sales directors and RevOps teams who want to build targeting as a system — not as a one-off list. You will find methods for working with custom scoring, segmentation examples from real CEE campaigns and recommendations on how to set an ICP for expansion into a new country. No templates copied from the US.
