Hi Dave, This resonates a lot. We’ve been working with a few UK companies and have run into this exact problem — where Sales Navigator and standard filters fall apart once the ICP depends on multiple, nuanced signals (timing, compliance gaps, business model, growth context, etc.).
In practice, we’ve seen teams rely on a hybrid approach: broad tooling for initial coverage, then deep manual research and spreadsheet-based mapping to validate and prioritise accounts. We’ve leaned heavily on a strong research team to handle this well, rather than trying to force everything through automation. We’ve never actually tried to build a tool around it, for what it’s worth.
Happy to do a quick 10–15 min chat and share what we’ve seen working (and where things tend to break).
-Sourabh
https://calendar.app.google/eEW2QMKnixdxGumS7
