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“Spray and pray” isn’t a strategy—it’s a shortcut to irrelevance. In today’s B2B environment, attention is a limited resource. You’re not just competing with direct competitors; you’re competing with every email, every Slack ping, and every LinkedIn post your lead sees.
So when your outreach doesn’t work, the problem isn’t necessarily your product or pitch. It’s your targeting.
If you treat every lead the same way, you ignore what makes B2B buyers engage: relevance.
That’s where segmentation comes in. It’s not a nice-to-have or a post-funnel optimization—it’s the foundation of a scalable, personalized, high-converting prospecting strategy.
Lead segmentation means dividing your target market into smaller, more actionable groups based on shared characteristics or behaviors, instead of sending the same message to a thousand people.
These groups can be based on firmographics (company size, industry), demographics (job titles, seniority), technographics (tools they use), or even intent (what they’ve done recently).
What segmentation is not:
Segmentation is about relevance at scale.
Done right, segmentation gives you:
The formula is simple:
Smaller groups = more relevance = better reply rates.
The most effective segmentation strategies combine Account-Based Marketing (ABM) principles with real-time intent signals.
ABM segmentation is the foundation. It’s about identifying who could be a great customer based on:
You can segment based on:
You can do all this natively in LGM Database, using advanced filters and Lookalike Search to find companies that resemble your best customers.
But ABM has a limit. It tells you who to reach, not when or why. That’s where intent comes in.
That means tracking:
It’s digital body language, telling you when a lead is warming up before they fill out a form.
Example: LinkedIn’s “Hiring” banner → tailor a clear hook to personalize your outreach.
The Buska–Clay–La Growth Machine ecosystem provides an automated, end-to-end workflow:
You’re not starting from scratch. You’re adding value to something they already use.
This works across industries:
Why it works: your offer feels relevant from the first touch, because it is.
Target users of competitor tools, especially if those tools leave gaps.
For example, if you’re selling project management software:
If your tool hits the sweet spot in UX, features, and price, that’s your pitch.
How to play it:
Even with perfect segmentation, your outreach can flop if you hit the wrong channel.
Example:
Allbound = multichannel by design. And the best segmentation doesn’t just tell you what to say—it guides how and where you say it.
LGM Database brings your segmentation strategy to life, combining ABM precision with real-time intent.
What you get:
LGM Database can bring your segmentation to the next level. With Lookalike Search, we take it one step further by identifying your next customers directly.
Brice Maurin – Founder & CEO @ LGM
Segmenting your leads isn’t just a tactical move—it’s a strategic advantage. It’s the difference between showing up with a relevant, timely message… and being another ignored email in a crowded inbox.
Start by identifying fit with ABM filters. Then add intent to know when to strike. Align your sales and marketing teams around shared segments. Automate where it makes sense, and personalize where it matters.
Because when you combine segmentation with great messaging and multichannel execution, you get:
Relevance wins. Always.
Less noise. More replies. Smarter prospecting—at scale.
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