Search for the moment, not the category
Search LinkedIn's "Posts" filter and company news aggregators for language tied directly to your Ideal Customer Profile (ICP)'s Dimension 2 trigger event, not your product's category name. A confirmed, dated trigger beats ten companies where it is assumed.
Filtered to the last 90 days. Search company names alongside "raises," "Series A," or "seed round."
Search for the specific regulation name alongside your target industry.
Filter job-posting boards for the specific role your ICP canvas identifies as the buyer. A live posting for that role is itself a behavioral signal.
LinkedIn Posts, filtered to Past month. See the worked example below.
LinkedIn's search bar supports Boolean operators directly. Searching "SDR team" AND "building", filtered to Posts and Past month, surfaces founders and go-to-market (GTM) leaders publicly announcing they are hiring a founding Sales Development Representative (SDR) or actively growing their SDR team.
"I'm hiring and building out our SDR Team at [Company]. I'm hiring a founding SDR (12-24 months of experience is ideal)... Founding seat. You will not be inheriting a playbook, we're building..."
"[Company] is growing our SDR teams in SF and London! If you're excited about building in AI, let's talk. Job description in comments or DM me directly!"
Both are confirmed, dated, first-person trigger events, not assumptions, and the post itself tells you exactly who to contact and what stage the company is at. The same pattern works for any function or role: swap "SDR team" for the specific hire your ICP canvas points to (a compliance hire, a first Revenue Operations (RevOps) hire, a Head of Field Service) and the search surfaces companies where that hiring trigger is live right now. Sort by Past month or Past week and re-run the search weekly, this trigger has a short shelf life, most founders only post about a hire once, in the window when they are actively sourcing for it.
Search for how they describe the problem, not the label
Search LinkedIn's content feed for language your ICP interviews surfaced, how people describe the problem in their own words, not your product's category name.
Run your own network before searching cold
Before searching cold, run your own LinkedIn first- and second-degree network against the ICP firmographic filter. This is the fastest, highest-converting 20 to 30 accounts on the list, and it costs nothing but time you already have. Per Sam Blond's Brex rule referenced in the main blueprint, this is the first source for a reason, do not skip it because it feels too easy.
Score before you send
Once the list is assembled, score each account on two axes: how clearly the trigger event is confirmed (not assumed), and how closely the firmographic profile matches the canvas.
Send the highest-confidence accounts first. A confirmed trigger on a slightly looser firmographic fit is usually worth more than a perfect firmographic fit with no visible trigger. Every account on the final list should pass a one-line test: can you write the first sentence of the outreach message without guessing? If not, cut it or research it further before sending anything.