Hi Dave, This resonates a lot. Weβve been working with a few UK companies and have run into this exact problem β 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, weβve 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. Weβve leaned heavily on a strong research team to handle this well, rather than trying to force everything through automation. Weβve never actually tried to build a tool around it, for what itβs worth.
Happy to do a quick 10β15 min chat and share what weβve seen working (and where things tend to break).
-Sourabh
https://calendar.app.google/eEW2QMKnixdxGumS7