Without filters, your visitor intelligence feed is noise. You'll see your competitors, job seekers, students, bots, and the occasional investor — none of whom are sales-ready leads. Filters transform raw visitor data into a curated list of target accounts worth pursuing.
Your Ideal Customer Profile (ICP) is a description of the company that gets the most value from your product, is most likely to buy, and is most likely to stay as a long-term customer. It's defined by firmographic and technographic attributes — not by behavior or sentiment.
Select 3–5 industries where your best customers concentrate. Be specific — "SaaS" is too broad; "B2B SaaS with a sales-led motion" is your target.
Set a headcount or revenue range. A 10-person startup and a 5,000-person enterprise have completely different buying processes, budgets, and decision-makers. Don't mix them.
Filter to markets you can actually serve. If you only sell to North America, don't waste time on visitors from markets you can't support or close.
If your product integrates with HubSpot, filter for companies using HubSpot. If your best customers also use Salesforce, that's a strong qualifier. Techographic filters dramatically improve lead quality.
The most powerful approach is to combine ICP filters with behavioral signals. Your saved view might be:
This view shows you only the companies that match your ICP AND are showing strong buying intent. This is your daily priority list.
New users often want to see everything and filter nothing. Resist this. The goal isn't more leads — it's better leads. A filtered list of 20 companies per week is far more actionable than 200 companies with no context.