How To Build a Sales Prospecting List? [2024 Tutorial]

Sales prospecting is the process of finding and reaching out to potential customers who are likely to buy your product or service.

It is a crucial step in the sales process, as it helps you build a pipeline of qualified leads that you can nurture and convert into loyal customers.

prospecting lists

But how do you build a sales prospecting list that contains the right prospects for your business? And what tools can you use to make your prospecting more efficient and effective?

In this article, we will answer these questions and show you how to build a sales the perfect prospecting list and how to find leads on Linkedin.

You will learn:

  1. How to define your ideal customer profile and buyer persona.
  2. How to find and collect prospect data from various sources.
  3. How to use sales intelligence tools to enrich and verify your prospect data

By the end of this article, you will have a clear understanding of how to build a sales prospecting list that will help you generate more sales leads and grow your customer base.

Ready to get started?

Let’s dive in!

What is a Sales Prospecting List?

A sales prospecting list is a collection of potential customers that match your ideal customer profile and buyer persona.

You can use a sales prospecting list to reach out to prospects who are likely to be interested in your product or service, and qualify them as leads for your sales pipeline.

sales prospecting lists

A sales prospecting list can help you generate more sales opportunities, increase your conversion rate, and grow your customer base.

A good sales prospecting list should contain relevant and accurate information about your prospects, such as:

  • Company name
  • Company size
  • Industry
  • Company location
  • Job title
  • Contact name
  • Email address (business and personal)
  • Phone numbers
  • Other notable information that can help you build rapport and address their pain points, such as company expansion plans, funding initiatives, technology stack, etc.

Having a well-defined and organized sales prospecting list can help you save time and resources, as well as improve your sales performance.

prospect list example

You can use a sales prospecting list to segment your prospects based on various criteria, prioritize the most promising ones, and tailor your outreach and follow-up strategies accordingly.

How To Build a Prospecting List?

Here is how to build a prospecting list in 5 easy steps:

  1. Identify your Ideal Customer Profile.
  2. Build your prospect list on LinkedIn Sales Navigator
  3. Export prospects with Evaboot
  4. Find your prospects’ emails
  5. Upload your prospect list in your CRM

Let’s dive into each step in detail.

1. Identify your Ideal Customer Profile

The first step to building a prospecting list is to define your ideal customer profile (ICP) and buyer persona.

An ICP is a description of the type of company that is the best fit for your product or service. A buyer persona is a semi-fictional representation of the individual decision-makers within your target companies.

icp vs buyer personae

By creating an ICP and buyer personas, you can narrow down your target market and focus on the most relevant and qualified prospects for your business.

To create an ICP, you need to consider factors such as:

  • Company size
  • Industry
  • Geographic location
  • Revenue
  • Growth stage
  • Technology stack
  • Pain points
  • etc…
build your icp prospecting list

To create a buyer persona, you need to consider factors such as:

  • Job title
  • Goals
  • Motivations
  • Fears
  • Preferred communication channels
  • Decision-making process
build your buyer personae prospecting list

You can use online tools like HubSpot’s Make My Persona or Xtensio’s User Persona Creator to create your buyer personas easily.

You can also use surveys, interviews, or social media to gather data and insights from your existing customers or prospects.

hubspot make my personae

To complete these steps you must have a clear understanding of what you are trying to sell.

As a salesperson, you must grasp:

  • What your product or service does.
  • The pain points it solves for your customers.
  • How existing customers like to use it.
  • What outcomes can prospects expect from your product or service.
  • How those outcomes address the challenges and pain points of your users.

When you understand your unique value proposition, you can identify which customers will benefit from your product or service.

2. Build your prospect list on Linkedin Sales Navigator

Once your ICP and your buyer personaes are well defined, you can start looking for them using Linkedin Sales Navigator.

Export Sales Navigator leads for free

LinkedIn Sales Navigator is a powerful tool that helps salespeople to quickly and easily identify and connect with potential customers.

With Sales Navigator, sales professionals can access an extensive database of prospects and leads, including detailed information about their job titles, company size, industry, and more.

prospecting lists sales navigator

The first step will be to build a list companies matching your Ideal Customer profile.

For that you can use the account search search filters:

  • Headcount
  • Location
  • Industry
  • Growth
  • Etc…

You can find a lot of filter to find the companies that would be perfect clients for your business.

build prospect list with linkedin sales navigator

It’s time to save all these companies into a list:

  1. tick the checkboxes
  2. click on Save to list
  3. Click on create new list
build company prospect list

Now, let’s find your buyer personaes into these ICP companies.

  1. Go to lead search
  2. Go to Workflow
  3. Click on Account Lists
  4. Pick the list you just created

All the people working in these companies will appear on the right.

find buyer personae linkedin sales navigator

Obvisouly we don’t want to reach out to everybody.

We must find our buyer personae inside that list.

For that we are going to use lead filters like:

  • job title
  • years in current position
  • keywords search
build list of qualified prospect linkedin sales navigator

Here I added “CEO” in the job title filter and Linkedin gave me all the CEOs of the companies in my list.

You can see that this is an easy and efficient way to quickly identify the right buyer personaes inside ICP companies.

Once you are happy with a search, you can even save it and and Linkedin will show you new leads matching your search criterias every week.

prospect list building autopilot

Great.

You know have a list of qualified prospects.

The next step?

Export the data with a Linkedin scraping tool.

3. Export prospects with Evaboot

To export your leads from Linkedin Sales Navigator to a CSV file you can use the Evaboot Chrome Extension.

You can see a demo of the tool here:

Export Sales Navigator leads for free

Once installed, the chrome extension will add a new button on your Sales Navigator.

export sales prospecting lists csv file

This button will allow you to export up to 2500 leads per day from Linkedin Sales Navigator with all the data on their profiles on company pages:

  • Linkedin Profile URL
  • Job title
  • Job description
  • Company Website
  • Company LinkedIn URL
  • First name, Last name
  • Lead Location
  • Company Location
  • Company Industry
  • Company Size
  • Exact number of employees in the company
  • Years in position
  • Number of connections
  • and more…

Evaboot will also:

  1. clean the data (emojis, uppercases, typos)
  2. detect false positives in your search results.
prospecting list cleaning evaboot

4. Find your prospects’ emails

Once you exported your lead list into a CSV file, you can click on “Find emails” to find the professional emails of your prospects.

find emails sales prospecting list

Evaboot will also verify these emails so you are sure to control your bounce rate and protect your email reputation.

Here is what the file will look like:

email prospecting lists

Safe means that we are 99% sure that the email exists.

Riskier means that the email server of the company is catch-all so we can’t say if the email really exist.

If you also want phone numbers, you can use Evaboot in combination with Datagma.

Here is a tutorial:

5. Upload your prospect lists in your CRM

So great.

You got leads. You got emails.

Now you have to store them somewhere.

For that you can use a CRM line:

  • Pipedrive
  • Hubspot
  • Salesforce

Pipedrive is a good fit if you are just getting started.

If you are small team and you also do marketing, you can go with Hubspot. If you are an enterprise with a really big sales team you can go with Saleforce.

crm for prospect lists

Once your leads are upload into your CRM you can start doing manual outreach to these leads and keep track of your interaction with them by taking notes.

If you want to save time you can also use email and linkedin automations tools like:

  • LaGrowthMachine
  • Lemlist
  • Expandi

They allow to automate email and linkedin messages and follow-ups so you can focus and building relationships with people who replie to you.

upload sales prospecting list to outreach tools

Since you have linkedin profile and emails in your prospecting list, you an use both channel to reach out to your leads.

Here is a video that will show you how to use LaGrowthMachine to reach out to your prospects.

Export Sales Navigator leads for free

5 Tools to Build Sales Prospecting Lists

Building a sales prospecting list can be a daunting task, especially if you don’t have the right tools to help you. Fortunately, there are many tools available that can make your prospecting easier and more effective.

In this section, I will introduce you to five of the best tools to build sales prospecting lists in 2023.

These tools are:

  • LinkedIn Sales Navigator
  • Zoominfo
  • Wappalyzer
  • Crunchbase
  • Lusha

Let’s take a closer look at each of these tools and how they can help you create and manage your prospecting lists.

1. LinkedIn Sales Navigator

LinkedIn Sales Navigator is a powerful sales intelligence tool that allows you to find and connect with prospects on LinkedIn, the world’s largest professional network.

linkedin sales navigator

With LinkedIn Sales Navigator, you can:

  • Use advanced search filters to identify and target your ideal prospects based on industry, location, company size, job title, and more.
  • Get personalized lead recommendations based on your preferences and sales goals.
  • Save and organize your leads into custom lists and sync them with your CRM.
  • Access verified email addresses and phone numbers of your prospects with Lusha integration.
  • Engage your prospects with personalized messages and InMail credits.
  • Track your prospects’ activities and get real-time alerts on their updates, such as job changes, content posts, or company news.

LinkedIn Sales Navigator is a must-have tool for any sales professional who wants to leverage the power of LinkedIn for prospecting. You can start a free trial or request a demo on their website .

2. Zoominfo

Zoominfo is a go-to-market intelligence platform that provides high-quality B2B data and insights.

zoominfo 1

With Zoominfo, you can:

  • Access millions of company and contact profiles with verified email addresses, phone numbers, social media links, and more.
  • Use granular search criteria to find your ideal prospects based on firmographics, technographics, intent signals, and more.
  • Create and export custom reports for any web technology or keyword based on industry, website traffic, location, and more.
  • Enrich and update your existing data with accurate and up-to-date information.
  • Integrate with your CRM, email, phone, chat, and other sales tools to streamline your workflows.
  • Automate your outreach and follow-up campaigns with multi-channel sequences.

Zoominfo is a comprehensive solution for sales prospecting that can help you generate more leads, increase conversions, and grow your revenue. You can start a free trial or request a demo on their website .

3. Wappalyzer

Wappalyzer is a powerful web technology profiler that helps you explore the technologies used by any website.

waapalyzer

With Wappalyzer, you can:

  • Identify the web frameworks, CMS, e-commerce platforms, analytics tools, and more used by your prospects.
  • Use technology filters to find websites that use specific technologies or combinations of technologies.
  • Get detailed information about each technology, such as its popularity, category, description, and website.
  • Export your results to CSV or JSON for further analysis or integration with other tools.
  • Use the Wappalyzer browser extension to get instant insights on any website you visit.

Wappalyzer is a useful tool for sales prospecting that can help you find and qualify prospects based on their web technology stack. You can also use it to tailor your pitch and demonstrate how your product or service can complement or improve their existing solutions. You can start a free trial or request a demo on their website[^12^

4. Crunchbase

Crunchbase is a leading platform for finding business information about private and public companies. With Crunchbase, you can:

crunchbase
  • Access millions of company profiles with information such as industry, location, funding, revenue, employees, founders, and more.
  • Use advanced search filters to find and target companies based on various criteria, such as growth signals, funding events, acquisitions, IPOs, and more.
  • Get insights into the latest trends and news in your industry or niche.
  • Create and export custom lists of companies that match your criteria and sync them with your CRM.
  • Enrich your data with third-party integrations, such as Zoominfo, Lusha, Clearbit, and more.

Crunchbase is a valuable tool for sales prospecting that can help you find and research companies that are relevant and attractive for your business. You can also use it to monitor the market and identify new opportunities or threats. You can start a free trial or request a demo on their website .

5. Lusha

Lusha is a contact data provider that helps you find and verify the email addresses and phone numbers of your prospects.

lusha 1

With Lusha, you can:

  • Use the Lusha browser extension to get the contact details of any person or company on LinkedIn, Twitter, Facebook, or any other website.
  • Use the Lusha API to enrich your data with accurate and up-to-date contact information.
  • Use the Lusha bulk upload feature to upload a list of names or domains and get their contact details in minutes.
  • Integrate with your CRM, email, phone, chat, and other sales tools to streamline your workflows.
  • Verify the deliverability and quality of your email addresses and phone numbers with Lusha’s validation tool.

Lusha is an essential tool for sales prospecting that can help you find and connect with your prospects faster and easier. You can also use it to improve your data quality and reduce bounce rates. You can start a free trial or request a demo on their website.

Prospecting List Excel Templates You can use

When it comes to sales prospecting, having a structured and organized approach is key. An Excel template for prospecting can be a game-changer for sales teams, allowing them to keep track of leads, manage follow-ups, and streamline the sales process.

1. Prospect List Template

A prospect list should at least contain:

  • First name
  • Last name
  • Job title
  • Company
  • Email
  • Email verification status
prospecting list excel template 1

That is the minimum you must have for a prospect list.

If you are really serious about prospecting and your export data from Linkedin, you should aim for this:

  • Linkedin Profile URL
  • Email
  • Email validity
  • Job title
  • Job description
  • Company Website
  • Company LinkedIn URL
  • First name
  • Last name
  • Lead Location
  • Company Location
  • Company Industry
  • Company Size
  • Exact number of employees in the company
  • Years in position
  • Number of connections
  • Company Type
  • Company creation date
  • Company description
  • Company Specialities (Keywords describing what the company is doing)
  • If the profile is open or not
  • Profile Picture
  • Company Logo
complete prospecting list

Basically the more data you get in the first, the more data you can choose from to build your prospect lists.

So it’s better to get a tool that gives you a lot of data and then select wich data is revelant for your specific prospecting use case.

2. Account List Template

If you are looking to build accounts lists, Linkedin is also a great souce of data for that. You can extract account list and searches from Linkedin Sales Navigator with Evaboot.

Here is the data you will get:

  • Company Website
  • Company LinkedIn URL
  • Company Location
  • Company Industry
  • Company Size
  • Company Type
  • Company creation date
  • Company description
  • Company Specialities (Keywords describing what the company is doing)
  • Company Logo
account list template prospecting

Using these templates can save you time and help ensure that you don’t miss out on any potential opportunities. With fields for all the necessary contact details and notes on follow-ups, these templates provide a clear roadmap as you build your first sales process.

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