Use These Tools for ICP Targeting in B2B
RUNWAY FIVE is the growth partner that sits at the leadership table, aligning teams and agencies to deliver measurable results.
Scaling a B2B business is not about chasing every lead. It is about focusing on the right companies that match your Ideal Customer Profile and building a repeatable system for turning them into customers. While there are hundreds of platforms that promise results, three stand out as essential for ICP targeting and activation.
Apollo.io
Apollo has become the go-to platform for account-based data and outreach. It allows you to define your ICP with precision by filtering for firmographics such as revenue, industry, and headcount, as well as technographics such as the tools a business already uses.
How it is used
- Leaders build segmented account lists that reflect their ICP model
- Marketing teams enrich those accounts with direct dials and verified emails
- Sales teams launch targeted sequences that combine email, LinkedIn, and call steps from within Apollo itself
The outcome is clarity. Everyone works from the same ICP list and all outbound activity is tied directly back to high-value accounts. Leaders build segmented account lists that reflect their ICP model
Octopus CRM
Octopus CRM is built for LinkedIn-led outreach. For B2B companies, LinkedIn remains the channel where decision-makers are most accessible, and Octopus helps systemise that engagement without losing the personal touch.
How it is used
- Sales teams import ICP contact lists built in Sales Navigator
- Automated but human connection flows are set up including profile views, connection requests, and tailored follow-ups
- Engaged contacts are tagged and moved into the CRM or a direct nurture sequence
The outcome is visibility. ICP accounts see your brand consistently on LinkedIn and early conversations start to take shape at scale.
HubSpot CRM
HubSpot acts as the central operating system where all ICP activity is tracked. It brings sales, marketing, and leadership into one platform and makes sure there is no disconnect between targeting and pipeline management.
How it is used
- ICP accounts are tiered inside the CRM so leadership can measure coverage and velocity by segment
- Automated alerts make sure high-value ICP accounts are followed up within agreed service levels
- Dashboards report on pipeline, conversion, and revenue tied back to ICP accounts
The outcome is accountability. ICP targeting moves from being a marketing initiative to a business-wide growth system.
Conclusion
These three tools give any B2B company the foundations to execute ICP targeting with precision. Apollo delivers the data and outreach capability. Octopus CRM turns LinkedIn into a systemised but human channel. HubSpot ties everything together into a single source of truth. With these in place, leaders stop chasing noise and start building predictable pipeline from the accounts that matter most.
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