How to Build a Targeted B2B Prospect List
Published B2B Prospecting6 min read
A good prospect list is not the longest one: it is the one containing the companies most likely to buy, with the right people to contact.
The four essential criteria
Industry, location, company size and decision-maker type: these four criteria are enough to structure most B2B prospect lists.
Company size
Employee count influences budget, decision cycle and the type of contact. A 20-employee business is not approached like a 500-employee company.
Information to include
Company name, decision-maker, job title, phone, email, address and website. This data lets you take action right away and import the list into your CRM.
Keep your list up to date
Companies evolve and decision-makers change roles. Favour regularly updated lists and track your results to refine your targeting.
