Once your campaign is running, you may notice that some leads aren't a great match for your Ideal Customer Profile. This article walks you through the different ways to refine your targeting so Gojiberry finds more relevant leads over time.
1. Review Your ICP Fields
Your ICP (Ideal Customer Profile) defines who your AI Agent looks for. You can edit it anytime under Agents > Sources > + Edit targeting.
Go through each field to make sure it accurately reflects your ideal customer:
Job Roles: the titles you want to target. Gojiberry automatically recognizes common variations of the same role, so you don't need to list every equivalent.
Industries: we recommend selecting at least three to avoid limiting your lead volume too much.
Company Type: filter by company structure, such as Private Company, Public Company, or Startup.
Company Size: broader employee ranges generally produce more leads, unless you have very specific requirements.
Locations: the countries or continents where your leads should be based.
1 a. Adjust the Excluded Profiles Toggles
Under Excluded Profiles, you can use quick toggles to automatically exclude:
Service providers
Freelancers
Consultants
You can also choose whether to include people marked as Open to Work, which are excluded by default.
1 b. Use Keywords to Exclude
The Competitors / Keywords to Exclude field removes any lead whose LinkedIn profile, current job description, or company description contains one of your excluded keywords. This is a great place to add terms for roles, industries, or company types you want to avoid targeting, especially adjacent categories you don't want mixed in with your ideal customer.
1 c. Choose the Right ICP Matching Mode
You can control how strictly Gojiberry applies your ICP:
High Precision – Only the strongest matches are added.
Broader – Less restrictive, resulting in more leads.
Skip ICP Filtering & Scoring – Every contact found through your Signals is added without filtering or scoring.
1 d. Use Mandatory Keywords for Precision
Below your main ICP fields and the ICP Filtering and Scoring options, the Specify Your Targeting (optional) section lets you add Mandatory Keywords, your ICP fields above remain the main targeting setup, this section is for extra precision only.
Mandatory Keywords is the most restrictive targeting option available. For a contact to qualify as a lead, at least one of your Mandatory Keywords must appear in their profile or company information. Since matching is exact, it's important to include multiple variations and synonyms (including in different languages if relevant) so good leads aren't accidentally excluded due to small wording differences.
2. Review Your Signals
If you're using High-intent Signals, your selected signals determine which prospects Gojiberry discovers in the first place, before ICP filtering even applies. You can configure up to 15 Signals per Source Agent, mixing as many Signal types as you'd like:
🎯 Competitor engagement
Gojiberry finds people engaging with your competitors’ LinkedIn pages (likes, comments, follows) and keeps the ones matching your ICP.
When to use it: when your prospects already know this type of solution. These are highly qualified leads, as they’re actively interested in the topic.
How to set it up: type at least 3 characters of the company name, or paste its LinkedIn company URL and press Enter.
💡 If you add several competitors very quickly, a temporary “Too many requests” message may appear. Simply wait about a minute and continue.
# Topic engagement
Finds people engaging with LinkedIn posts containing specific keywords (e.g. “intent data”, “buying signals”).
When to use it: to reach people interested in a specific topic, even if they don’t follow your competitors.
💡 Choose your keywords carefully: avoid terms that are too broad (e.g. “sales”), which bring in irrelevant leads, or too niche, which bring in very few.
📈 Buying events
Detects events that signal a good moment to reach out:
Track top 5% active profiles in your ICP: the most active LinkedIn users matching your ICP, who are more likely to reply. High volume, lighter intent.
Companies that have recently raised funds: companies in growth mode, often ready to invest in new solutions.
Recent job changes (< 90 days): people who recently started a new role, and often review their tools and providers.
Open roles: companies actively hiring. A broad signal, best used when hiring is directly linked to your offer.
</> Tech stack (Beta)
Finds companies using specific tools (e.g. HubSpot, Pipedrive, Salesforce), detected through their website and job postings.
When to use it: when your offer integrates with, replaces, or complements a specific tool, or targets companies at a certain level of maturity.
💡 Tech stack is a high-probability signal rather than a confirmed one: a tool mentioned in a job posting isn’t always in use company-wide.
🌐 Website visitors (Coming soon)
Will identify people and companies visiting your website.
🎙️ Industry experts
Finds people engaging with posts from experts or influencers in your market.
When to use it: to reach an audience that’s actively engaged in your industry. Tracking one or two recognized voices is usually enough.
❤️ People engaging with you
Finds people engaging with you or your company page on LinkedIn.
When to use it: almost always! These are your warmest leads, as they already know who you are.
👥 Lookalike
Finds prospects similar to your best customers, based on a reference profile or company domain.
⚠️ A Lookalike source requires its own dedicated agent.
📥 Imports
📋 Saved list
Use a list you’ve already created in Gojiberry, for example from the Search feature.
📄 CSV file
Upload your own list of contacts. For email campaigns, you can import contacts without a LinkedIn URL, as long as the email column is mapped.
in LinkedIn import
Import the results of a LinkedIn or Sales Navigator search by pasting the search URL.
⚠️ Each import requires its own dedicated agent.
3. Best Practices
Test one change at a time before making additional adjustments, so you can measure its impact.
Favor Mandatory Keywords when you need precision, and Keywords to Exclude when you want to remove specific adjacent categories.
Don't over-restrict your ICP with too many strict filters at once, this can significantly reduce lead volume.
Revisit your Insights regularly to identify which signals and criteria are performing well.
Still Not Getting the Right Leads?
Every business and ICP is different. If you've gone through the steps above and you're still not seeing the right leads, don't hesitate to contact our support team. We'll be happy to review your setup and help you refine it further.