Discover new target accounts that are already showing interest

You have a target account list. Maybe it's 50 companies. Maybe 500. You're focused on these accounts. Your outreach is targeted. Your pipeline is built from this list.

The problem: You're missing accounts.

There are companies that perfectly match your ICP—same size, same industry, same buyer profile—but they're not on your list. You don't even know they exist.

And some of them are researching you right now.

This playbook shows you how to use Mavin to automatically identify ICP matches who are researching you from accounts NOT on your current list, and systematically expand your target list with companies that are already showing interest.

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The Problem: Your Target List Has Gaps

You Built Your List From Guesses

Most target account lists come from:

• Database filters ("Show me all Series B SaaS companies with 50-200 employees")
• Sales intelligence tools (ZoomInfo, Apollo, etc.)
• Manual research (competitor customers, companies in your network)
• Referrals and inbound leads

It's a good starting point. But it's incomplete.

You're Missing Accounts That Fit Your ICP

Here's what you don't see:

There are companies that match your ideal customer profile perfectly—same size, same industry, same job titles—but they're not on your list.

Maybe they're newer companies that weren't in the database. Maybe they're in adjacent markets you didn't think to target. Maybe they're just under the radar.

And some of them are actively researching you.

They're viewing your CEO's profile. They're checking out your Head of Sales. They're interested. They fit your ICP. But you don't know they exist.

You're Leaving Pipeline on the Table

If 10 ICP-perfect companies research you every month and you don't know about it, that's 120 potential accounts per year you're not adding to your target list.

That's pipeline. Sitting there. Undiscovered.

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The Solution: Mavin Shows You ICP Matches You're Missing

Mavin Infers Your ICP

Mavin looks at the companies and people researching you and identifies patterns.

It figures out:

• What job titles are interested (VP Sales, Director of Ops, etc.)
• What company sizes (50-200 employees, 200-1000, etc.)
• What industries or functions
• What seniority levels

Then it shows you in Slack: "Here's what we think your ICP is. Does this look right?"

You can edit it easily. Refine the criteria. Make it match your actual target profile.

Mavin Alerts You When ICP Matches Research You

Once Mavin knows your ICP, it watches for matches.

When someone who fits your ICP researches you, Mavin checks:

• Is this company already on your target list?
• If no → Alert: "ICP match from new account researching you"

You get a Slack notification:

"Sarah Johnson, VP of Sales at Acme Corp (not on your target list), just viewed [CEO Name]'s profile. Acme Corp matches your ICP: 150 employees, Series B, SaaS."

Now you know:

• Who they are
• What company they're from
• Why they match your ICP
• That they're researching you (so they're interested)

You Add Them to Your Target List

This isn't just random companies. These are ICP matches showing active interest.

They fit your profile. They're researching you. They should be on your list.

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The Workflow: Review Every 2 Weeks, Expand Your List

Step 1: Set Up Your ICP in Mavin

Mavin will infer your ICP automatically from the data.

You'll see in Slack:

• "We think your ICP is: VP/Director of Sales, 50-500 employees, B2B SaaS"

Review it:

• Does this match your target profile?
• If yes → confirm it
• If no → edit it directly in Slack (add/remove criteria)

This takes 2 minutes. Mavin does the heavy lifting. You just validate and refine.

Step 2: Get Alerts for New ICP Matches

As people research you, Mavin watches for ICP matches from accounts not on your list.

Slack alert:

"John Smith, Director of Operations at Beta Inc (not on your target list), just viewed [Head of Product]'s profile. Beta Inc matches your ICP: 200 employees, Series B, manufacturing."

You see:

• Full name
• LinkedIn headline and profile
• Company name
• Job title
• When they viewed
• Why they match ICP (size, industry, title)
• Email address (if available)
• All other verified LinkedIn data

Step 3: Review Every 2 Weeks

Set a recurring calendar reminder: "Review Mavin ICP matches."

Every 2 weeks:

• Pull a report of all ICP matches from new accounts in the last 14 days
• Export as CSV (Mavin gives you the data in easy-to-use format)
• Review the list: Do these accounts make sense? Are they worth targeting?

You'll see patterns:

• "We got 15 ICP matches from manufacturing companies—should we add manufacturing to our target segments?"
• "10 ICP matches from enterprise accounts—should we focus more on enterprise?"

Step 4: Add to Your Target Account List

Once you've reviewed and validated the accounts:

Export the CSV from Mavin.

Add to your target list wherever it lives:

• Upload to CRM (Salesforce, HubSpot, etc.)
• Add to sales engagement platform (Outreach, SalesLoft, etc.)
• Update your internal spreadsheet or database
• Set up automations (Zapier, Make, etc.) to add them automatically

Mavin gives you the data in CSV format specifically so you can hook up automations or bulk upload easily.

Step 5: Reach Out

These aren't cold accounts. They researched you. They showed interest.

Reach out with context:

"Hey [Name], saw you were checking out our team on LinkedIn. We help companies like [their company] with [problem]. Worth a quick call?"

They already know who you are. You're not cold. You're warm.

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Why This Works

You're Adding Accounts That Are Already Interested

Most target list expansion is guesswork. You filter databases. You buy lists. You hope they care.

This is different. These accounts researched you. They showed interest. They're warm before you ever reach out.

You're Filling Gaps in Your Coverage

Your original target list was incomplete. It had to be. No list is perfect.

This process systematically fills the gaps—adding accounts you didn't know about but that fit your ICP perfectly.

You're Not Chasing Random Leads

You're not adding every company that views your profile.

You're adding companies that match your ICP and showed interest. High signal. Low noise.

It's Low-Effort, High-Return

Review every 2 weeks. Takes 15-20 minutes. Export a CSV. Add to your list.

Over a year, that's 300-500+ new target accounts that you wouldn't have found otherwise. All with a warm signal attached.

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Common Mistakes to Avoid

Mistake #1: Not Reviewing Consistently

You set it up. You get alerts. You don't review them regularly.

ICP matches pile up. You never add them to your list. You miss the opportunity.

Fix: Calendar reminder every 2 weeks. Make it a ritual.

Mistake #2: Adding Every ICP Match Without Validation

You see 50 ICP matches. You add all of them to your list without thinking.

Some are competitors. Some are tire-kickers. Some don't actually fit.

Fix: Quick review before adding. Do they actually make sense? Are they accounts you want to target?

Mistake #3: Not Refining Your ICP

Mavin infers your ICP. You accept it without editing. It's not quite right.

You get alerts for accounts that don't actually fit.

Fix: Take 2 minutes to refine your ICP in Slack. Make it match your actual target profile.

Mistake #4: Treating Them Like Cold Accounts

You add them to your list. You send them the same cold outreach as everyone else.

You ignore the fact that they researched you.

Fix: Reference their research. "Saw you were checking us out..." They're warm, not cold.

Mistake #5: Not Setting Up Automations

You manually export and upload every 2 weeks. It's tedious. You stop doing it.

Fix: Set up automation (Zapier, Make, etc.) to automatically add ICP matches to your CRM. One-time setup, ongoing benefit.

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The Result: A Target List That Grows With Interest

What changes when you systematically add ICP matches:

• Your target list grows by 20-30% per quarter (with high-quality accounts)
• You're not guessing at new accounts (they showed interest first)
• Your outreach is warmer (they already researched you)
• You fill coverage gaps (accounts you wouldn't have found otherwise)
• You spot new segments (patterns in ICP matches reveal opportunities)

The realistic outcome:

If you review ICP matches every 2 weeks and add 10-20 new accounts per review, you'll add 250-500+ high-quality target accounts per year.

All of them fit your ICP. All of them showed interest. All of them warm before you reach out.

You didn't have to guess. You didn't have to buy lists. You just followed the signal.

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Quick Reference: The Bi-Weekly Workflow

One-time setup (2 minutes):

• Mavin infers your ICP → Review in Slack → Edit if needed → Confirm

Every 2 weeks (15-20 minutes):

• Pull Mavin report of ICP matches from new accounts (last 14 days)
• Export CSV
• Quick review: Do these accounts make sense?
• Upload to CRM / target list (or run automation)
• Reach out with warm context

Ongoing:

• Get Slack alerts in real-time when high-priority ICP matches research you
• Refine your ICP as your target profile evolves