List building for B2B sales prospecting: An actionable guide

Effective sales prospecting starts with building a targeted list of companies. However, identifying the right prospects can often be a challenging task for sales and marketing teams. In this article, we will outline a step-by-step guide to help you build a targeted company list for sales prospecting and increase your chances of success.

Step 1: Define your Ideal Customer Profile (ICP)

Before you start building your target company list, it’s essential to have a clear understanding of your ideal customer profile (ICP). This involves identifying the characteristics of your target audience, such as industry, size, location, and budget, among others. By creating a detailed ICP, you can ensure that you are targeting the right prospects and avoiding wasting time and resources on companies that are unlikely to result in a successful sale. Learn more about what is an ideal customer profile and maximising marketing and sales through ICP.

Step 2: Research your target companies

Once you have defined your ICP, you can begin researching your target companies. There are a number of tools and resources available to help you gather information about your prospects, including firmographic data and online databases. By leveraging these resources, you can gather relevant information about your target companies and build a comprehensive profile of each one. Firmable is one example of a B2B sales leads database for prospecting.

Step 3: Segment your target company list

Once you have gathered information about your target companies, it’s important to segment your list based on similar characteristics. This will help you to prioritize your efforts and focus your outreach strategy on the most promising prospects. Grouping companies by industry, location, size, and other relevant criteria will allow you to create a more focused approach and increase your chances of success.

Step 4: Validate and update your list regularly

Building a target company list is an ongoing process, and it’s essential to keep your list up-to-date and accurate. Regularly validating and updating your list will ensure that you are targeting the right prospects and that your information is current. This can include verifying contact information, revising your list based on feedback, and incorporating new information about your target companies. If you subscribe to a B2B database, be sure to check that they’re data is up-to-date and they offer a way to update and enrich your CRM.


In conclusion, building a targeted company list for sales prospecting is a critical step in the sales process. By following the steps outlined in this guide, you can increase your chances of success and achieve your sales goals. Whether you are a CMO, marketing leader, sales operations professional, or head of sales, taking the time to effectively build your target company list will pay dividends in the long run.

Additional resources

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