It’s no secret that there’s no shortcut to scaling a B2B business. But there are methods you can use to support the process, like creating a prospecting list. Think about this: If you don’t have customers, you won’t have revenue. So, building a list of names, contact details and other vital information is an important first step in generating and growing a successful B2B business. In this article, we’re going to deliver a crash course in building a sales prospecting list. Topics covered include: Steps to building a valuable prospecting list Reasons why creating your own list is always better than buying one A free downloadable template to prospect successfully What is a prospecting list in sales? But first off, what is a prospecting list? Prospecting lists are datasheets filled with the names and contact details of potential customers. B2B sales teams use these lists to contact customers that they know will fit their ICP. Since these lists contain information on pre-qualified and highly targeted leads, sales reps are more likely to convert and maintain positive relationships with customers, as opposed to cold calling random numbers at will. For B2B prospecting lists to be successful, you’ll need quality, GDPR compliant B2B data that’s valid and up to date. This ensures your sales team has all the information they need to succeed. How do you build a prospecting list? There’s much more to a professional prospecting list than just figuring out who your SDRs should be connecting. Your list needs to be accurate, relevant and compliant for the best success. An up-to-date B2B prospecting list is going to save your team time, lower your cost of customer acquisition (CAC) and assist in building better client relationships for improved customer lifetime value (CLTV) and reduced churn. To start building a targeted sales prospecting list, you’ll need to establish your sales goals and calculate your Total Addressable Market (TAM). This will ensure your team creates a hyper-targeted list that consists of
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