Fix Off-Target Accounts
Get the book back on profile when the wrong accounts keep landing.
Off-target accounts are almost always an Audience problem, not an engine bug. This is the order to fix them in.
Before you start
Have a day or two of real accounts in front of you. Tune from what actually landed, not from a guess about what should have.
Steps
Name the pattern
Open five wrong accounts. Are they:
- Wrong industry (Fit too broad)?
- Wrong size (headcount bucket off)?
- Wrong kind of company (agencies, vendors, recruiting firms surfacing instead of buyers)?
- Right company, wrong person inside (Path too loose)?
Pick the single most common problem. Don't try to fix four things at once.
Tighten the one Audience field
- Wrong industry → Audience → Fit → remove industries you don't sell to.
- Wrong size → tighten the headcount buckets.
- Wrong kind of company → Audience → Fit → Exclusions → add the keyword or the specific company list.
- Wrong person → Audience → Path → cut roles down to the two or three that own the budget.
Dismiss the wrong rows
Set the off-target accounts to Dismissed in the book. They won't resurface unless a strong fresh signal lands.
Wait one orchestrator tick (~5 min) and re-check
New runs evaluate against the tightened Audience. The next set of accounts should be cleaner.
You should see
Within a day or two, the wrong-pattern accounts stop landing. Your top-of-book is denser with workable accounts (fit + signal + lead all green).
If the wrong accounts keep coming, the field you tightened wasn't the right one. Don't keep tightening it — go back and re-read the five wrong accounts and pick a different field.
Next
- See Tuning Your Book for the full diagnostic.
- See Audience → Fit for how exclusions are weighted.