If you’re in B2B sales or marketing and want to actually reach the right accounts (not just a random pile of companies), you need a target account list that’s built on more than hunches and hype. This guide is for folks who want to use Leadspace to build a list that’s useful—something your team can work from, instead of ignore.
Here’s a direct, no-nonsense walkthrough. I’ll flag what actually matters, what’s window dressing, and where you can skip steps if you’re in a hurry.
Step 1: Get Clear on Your Ideal Customer Profile (ICP)
Before you even log in to Leadspace, stop and get specific about who you’re trying to reach. If you don’t know your ICP, Leadspace won’t magically figure it out for you.
What matters:
- Industry/verticals you actually sell to
- Company size (revenue, employee count)
- Geography (if you care)
- Tech stack, if that’s relevant
- Pain points you solve
Don’t overthink:
- Weird psychographics or “firmographic intent” scores unless you’ve tested them before
- Vague wish-lists (“companies with a growth mindset” doesn’t mean anything Leadspace can search for)
Pro Tip:
Ask your sales team who actually buys, not who marketing wishes would buy.
Write this out. You’ll need it in Leadspace. Don’t skip.
Step 2: Prep Your Data—Garbage In, Garbage Out
Leadspace works best if you feed it decent data. This means cleaning up your CRM or marketing automation system first.
Check these boxes: - Remove obvious junk and duplicates from your accounts list. - Standardize naming (e.g., “IBM Corp” vs “International Business Machines”). - Fix missing or outdated fields—especially industry and company size.
Don’t stress about:
Perfect data. Just make sure it’s not a total mess.
Why bother?
Leadspace’s matching and enrichment is only as good as the raw material. If you skip this, you’ll chase your tail later.
Step 3: Log In and Set Up a New Audience
Now, sign in to Leadspace. You’ll probably land on the dashboard.
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Go to the Audiences/Segments section.
The naming changes, but look for “Create New Audience” or “New Segment.” -
Name your audience clearly.
Use something your team will recognize, not “Test 2024.” Try “US SaaS Companies 250+ Employees Q2.”
Pro Tip:
If you’re testing, add “DRAFT” to your name so you don’t confuse folks.
Step 4: Apply Your ICP as Filters
Here’s where you put your ICP to work.
- Industry: Pick from the standard list. Don’t get too granular unless you have to.
- Company Size: Use employee count or revenue—these are usually the most reliable.
- Location: Select countries, regions, or states as needed.
- Tech Installed: If this matters (e.g., “Uses Salesforce”), add it, but only if you know it drives wins.
- Other Filters: Ownership (public/private), funding, etc. Use sparingly.
What works:
- Keep filters tight but not so tight you end up with five companies.
- Use “OR” logic for similar industries (e.g., “Software” OR “Internet”).
What doesn’t:
- Getting fancy with 10+ filters right away. You’ll shrink your list too much or pull in weird outliers.
Ignore:
- Any filter you can’t explain to your team. If you’d struggle to justify “Intent Score > 70,” skip it for now.
Step 5: Run the Search and Review the Results
Hit “Search” or “Build Audience.” Leadspace will show you a list of accounts that match your filters.
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Gut-check the list.
Scroll through the first 50-100 companies. Do they look right? Are there obvious misfits? -
Spot-check details.
Click into a few accounts. Is the industry accurate? Does the size make sense? -
Export a sample (if possible).
Download 20–50 accounts and sanity-check them with your team.
If you see: - Tons of irrelevant companies: Your filters are too loose. - Only a handful of results: You’re too strict—ease up.
Don’t:
Trust the list just because Leadspace says so. Their data is good, but not magic.
Step 6: Enrich and De-Duplicate
Most users want Leadspace to fill in missing info (like industry, size, or tech stack). This is called enrichment.
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Select the enrichment fields you care about.
Don’t select everything—stick with what you’ll actually use. -
Run enrichment.
Leadspace will append or update fields based on their data sources. -
De-duplicate.
Leadspace should flag duplicates, but double-check, especially if you’re combining lists from multiple sources.
Pro Tip:
Enrichment costs money—don’t run it on thousands of accounts you’ll never touch.
Step 7: Exclude Current Customers and Bad-Fits
You don’t want existing customers or companies you can’t sell to (e.g., competitors, partners) in your target list.
- Upload a suppression list.
Most platforms let you upload a CSV of domains to exclude. - Use Leadspace’s suppression features.
Set up rules to exclude accounts already in your CRM as closed-won.
Check for: - Existing customers - Companies under contract with your competitors (if you know) - Accounts you’ve blacklisted for other reasons
Don’t:
Skip this step. Nothing’s more embarrassing than pitching your own customers as “hot new targets.”
Step 8: Export and Sync to Your CRM or Marketing Platform
Once you’ve got a list you trust:
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Choose your export format.
CSV is the safe choice if you want flexibility. If you use Salesforce or HubSpot, you can usually sync directly. -
Map fields carefully.
Make sure Leadspace’s fields match your CRM fields. Don’t create a mess of “custom field 27.” -
Test with a small batch.
Export or sync a small sample first to catch mapping errors. -
Push the full list when ready.
What works:
- Start small. You can always export more later.
- Document your mapping so you don’t have to remember it next quarter.
What doesn’t:
- Dumping the whole list into your CRM without testing. It’s a fast way to annoy your ops team.
Step 9: Share with Sales (and Actually Use the List)
The whole point here is to get a useful list into the hands of people who’ll act on it.
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Send a quick note with context.
Don’t just drop a list—explain how you built it, what the filters were, and how to use it. -
Ask for feedback.
Sales will spot weird fits or missing accounts you overlooked. -
Update as you go.
This isn’t a “set it and forget it” list. Expect to tweak it.
Step 10: Measure, Refine, and Repeat
No list is perfect the first time. Track what happens:
- Are sales working the accounts?
- Are you seeing engagement or pipeline?
- Are there duds or big misses?
Tweak your filters, try new enrichment fields, and keep iterating. Don’t get precious about your first version.
Real Talk: What To Ignore
Not everything Leadspace offers is worth your time at the start. Here’s what you can skip until you’re comfortable:
- “AI-driven intent” unless you have proof it helps. It sounds cool, but it’s easy to overfit.
- Super granular filters. Start broad, then narrow.
- Every enrichment field. Most teams only need 5–10 fields max.
Focus on the basics. You can always get fancier later.
Keep It Simple, Iterate Fast
Building a target account list in Leadspace isn’t rocket science, but it’s easy to get lost in features and filters. Start with a clear ICP, keep your list manageable, and check your work. Don’t aim for perfect—just get a usable list in front of sales, learn what works, and refine from there. Simple beats clever every time.