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Sales stays abstract and unscary right up until there is a real name in the 'To:' field - which is exactly why most people who 'study' sales never do it. Picking one specific person forces every fuzzy idea to get concrete: this person either plausibly has the problem or they don't, and you can either say why or you can't. Professional teams spend enormous effort on this stage under the name ICP (ideal customer profile) because targeting quality caps everything downstream - the best-researched, best-written email to the wrong person converts at zero. You do not need the full ICP machinery yet; you need the minimum viable version: one real person, at one real company, with one honest sentence about why them. Getting this one decision right is worth more than any writing trick in the modules ahead.
The minimum viable target has three parts: a role that owns the problem, a company where the problem is plausibly live right now, and one visible signal that makes you believe it. Worked example, selling Loom as the practice product. Role: heads of support, CS, or engineering at remote-first companies - people whose teams burn hours in explain-something meetings. Company signal: go to LinkedIn, search 'Head of Customer Support', filter to companies of 51-200 people, and look for ones currently hiring support reps - a support team that is growing is a support team about to drown in repeated explanations. Ten minutes of this produces a shortlist. Suppose you land on (illustrative name) Priya Shah, Head of Customer Support at a 120-person help-desk software company that has three open support roles on its careers page.
Now the one-sentence 'why her, specifically' - the sentence that separates targeting from list-making: 'Priya is growing her support team by roughly 30% this quarter (three open roles against a team of about ten), which means months of onboarding explanations that Loom recordings could deliver once instead of live every time.' Notice the anatomy: a fact you can point to (the job posts), a consequence she is living (onboarding load), and a bridge to what you sell (recorded explanations). Compare the failing version: 'She works in support and support teams like Loom.' If your sentence would be true of a thousand people, you have a segment, not a prospect. One more rule for this first rep: pick someone plausible but not precious - not the CEO of your dream employer. You want a target where a clumsy first email costs you nothing but the practice.