How to pick 10 target accounts in 30 minutes (not 3 weeks)

Hey [Name],

Let me guess what you've been told about building an ICP:

Create matrices. Score companies on 47 attributes. Build weighted criteria. Run statistical models.

Three weeks later? Your sales team ignores it and goes after whoever they want anyway.

Here's the truth: Most ICPs are wishful thinking disguised as strategy.

"Forward-thinking companies embracing digital transformation"?

Cool. Now show me the LinkedIn filter for "forward-thinking." I'll wait.

The "Good Enough" Account Selection Method

Forget the framework. Here's how to pick accounts that actually exist:

Step 1: Clone Your Best Customer (10 min)

Think of your BEST customer. Not biggest. Best.

The one who:

• Paid on time
• Actually uses your product
• Doesn't complain constantly

Now find 10 companies just like them. Same industry, size, geography. Maybe even their competitors.

Boom. Tier 1 list. Done.

Step 2: Follow the Money (10 min)

Only 3 things matter:

1. They have money (check funding/growth)
2. They have your problem (check job postings)
3. You can reach the buyer (they exist on LinkedIn)

Everything else? Nice-to-have.

Step 3: Watch for Triggers (10 min)

Companies are 3x more likely to buy when something changes:

• New executive in your buyer's department
• Just raised funding
• Competitor did something big
• Posting jobs for roles that need your solution

Set up Google Alerts. Check LinkedIn weekly. Companies with triggers convert way better than cold accounts.

Your 30-Minute Account List

Minutes 1-10: LinkedIn Speed Run

• Search your best customer
• Click "Similar Companies"
• Pick 5 with 50+ employees

Minutes 11-20: Competitor Raid

• Google "[competitor] customers"
• Pick 3 not locked in contracts
• Add their competitors too

Minutes 21-30: News Scan

• Search "[industry] funding"
• Pick 2 that just raised money
• Verify buyer exists on LinkedIn

Done. 10 accounts. Are they perfect? No. Good enough to start? Absolutely.

The Data Nobody Talks About

95% of your target accounts aren't in-market right now.

So you can either:
A) Target 200 accounts hoping to find the 10 ready ones
B) Target 10 showing buying signals

Which sounds easier?

Accounts to Avoid:
✗ Just signed with competitor (check job posts for "[competitor] administrator")
✗ Financial trouble (layoffs, stock tanking)
✗ Decision maker job-hopping
✗ Too big/small for you to serve well

I watched a startup waste 6 months targeting Coca-Cola. Don't be that startup.

Quick Budget Check:

Go to their careers page.

• Hiring? = Probably have budget
• Not hiring? = Probably don't

Takes 2 minutes. Tells you more than any scoring model.

Your action items:

1. Find your best customer (pull up their site now)
2. LinkedIn search 5 similar companies
3. Google "[industry] funding news" - find 3
4. Check if they're hiring

Total time: 30 minutes. Total accounts: 10.

Tomorrow: How to research accounts without falling down a 3-hour rabbit hole.