A good B2B sales list is not the biggest one – it is the most accurate one. A thousand right-fit companies beat a hundred thousand random ones. Here is how to build it from company data.
1. Define your ideal customer
Before opening any filter, write down who your ideal customer is. A handful of attributes is usually enough:
- industry (for example construction, wholesale, IT services)
- location – the city or region where you can actually serve a customer
- size – headcount or turnover
- age – newly founded and long-established companies need different solutions
2. Segment by real indicators
Headcount, average salary and turnover help separate small businesses from mid-sized ones. A software vendor might need companies with at least ten employees, while a transport services provider might look for companies that run vehicles.
3. Select only records with the contacts you need
Not every company has published an email or phone. With the company filter you can select only those that have it, so you do not pay for empty fields or waste time on empty rows.
4. Export and import to your CRM
Download the CSV and import it into your CRM. The company code is a handy unique key: use it to avoid duplicates if you extend the list later. If you integrate the CRM automatically, see the API documentation.
5. Check the legal requirements
Company details are publicly available, but marketing by email and phone is regulated. Personal-looking addresses (name.surname@) can be personal data, and bulk mailing without consent may breach the GDPR and electronic communications law. Consult a lawyer before launching a campaign. This article is not legal advice.
6. Measure and clean
After the first campaign, note which contacts bounced, which companies replied and which did not. Next time, refine your filters based on which companies responded best.
Cost is not the obstacle: records cost €0.01 each, so even a list of 5,000 companies costs about €50.