Building High-Quality Targeted Lead Lists: Tools and Strategies

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With a clear profile of their ideal customer in hand, the SaaS brand focused on building lead lists tailored to those specifications. The team employed a combination of manual research and automation tools to compile accurate, segmented lists. Key platforms included LinkedIn Sales Navigator, Clearbit, and ZoomInfo—each offering in-depth filters and real-time company data.

One tactic that proved particularly successful was leveraging LinkedIn for building niche lists based on job titles and industries. They exported contact data from decision-makers in industries showing growing SaaS adoption trends. With enriched data from Clearbit, the team verified company size, revenue, tech stack, and funding history. This ensured only high-fit leads made it into their pipeline.

They didn’t rely solely on outbound data either. The cryptocurrency data SaaS brand integrated inbound marketing efforts into their list-building process. Website form submissions, webinar attendees, and trial users were segmented and scored based on engagement levels. These contacts were then merged into their outbound campaigns, creating a hybrid funnel of warm and cold prospects.

List hygiene was another major focus. The team committed to quarterly audits, removing bounced emails, duplicates, or outdated contacts. This significantly improved email deliverability and sender reputation, critical factors in outbound success.

Additionally, A/B testing was used to assess the quality of lead lists. Different lists targeting varying personas were subjected to the same messaging campaigns, with conversion data guiding future segmentation. Over time, this iterative approach refined their targeting precision even further.

By building high-quality, intent-based lead lists, the SaaS company increased demo bookings by 60% within three months. Their sales team became more productive, and conversion rates rose due to the relevancy of the contacts. The effort put into building these lists proved instrumental in scaling their outreach and sustaining consistent growth.