If you’re in B2B sales or marketing and need a list of real, relevant companies to reach out to—not just a pile of random names—this is for you. There’s a lot of hype around “AI-powered” sales tools, but most of them just dump generic data into a spreadsheet. If you want a targeted, usable list, you’ll need a process and the right tool. Here’s how to do it, step by step, with Echobot.
Step 1: Get Clear on Who You’re Actually Targeting
Before you even log in, know your audience. “SMEs in Europe” isn’t a target—it’s a continent. The sharper your focus, the less junk you’ll collect.
Ask yourself: - What’s the minimum company size that’s worth my time? (Revenue, headcount, geography) - What industries are a good fit? Be honest—where have you actually closed deals? - Are there deal-breakers (like company type, ownership, tech stack) that would rule someone out?
Pro tip: If you can’t explain your ideal customer to a stranger in one sentence, you’re not ready to build a list.
Step 2: Set Up Your Search in Echobot
Echobot isn’t magic, but it is pretty good at finding detailed company info if you tell it exactly what you want.
- Log in and choose the module that fits—usually “TARGET” or “CONNECT.”
- Start with the basics:
- Location: Select countries, regions, or zip codes.
- Industry: Use the official codes (like NACE or SIC). Don’t trust the keyword search alone; codes are far more reliable.
- Company size: Headcount and/or revenue. Go a bit broader, then narrow down.
- Exclude the obvious no-gos: Subsidiaries, public authorities, or companies with “Holding” in the name if you know those aren’t your people.
Honest take: Echobot’s filters are only as good as your inputs. If you’re vague, you’ll get garbage back.
Step 3: Layer on Useful Filters (But Don’t Overdo It)
This is where most folks get stuck: they add so many filters, no companies show up. Start wide, then trim.
- Tech stack or keywords: If you need companies using a certain software, add that—but don’t rely on it as gospel. Echobot scrapes public data and websites, so it’ll miss plenty.
- Recent events: Want companies that just opened a new office or got funding? Add that filter, but keep your expectations in check—these data points are hit or miss.
- Decision makers: Some modules let you search for specific job titles. It’s handy, but don’t assume the contact info is always up-to-date.
What works: Industry + size + geography is your core. Everything else is (maybe) nice to have.
Step 4: Review and Clean Your Results
This is where most people blow it—they export a fat list and call it a day. Don’t do that. Spend 20 minutes eyeballing the list first.
- Sort by relevance: Echobot lets you adjust columns and sorting. Focus on the companies that look like a fit.
- Spot obvious junk: Weird names, companies with 1 employee, or businesses in the wrong country. Nuke them now.
- Sample check: Click into a few profiles. Does the info match reality? (Sometimes new companies or rebranded firms are missing, or the data’s old. It happens.)
Pro tip: It’s better to have 100 solid leads than 2,000 “meh” ones. Quality always beats quantity.
Step 5: Export Wisely—Don’t Just Grab Everything
Echobot lets you export data, but there are limits (by plan and local law). Don’t try to pull 10,000 records “just in case.” The more bloated your list, the less likely you’ll actually work it.
- Pick the data you’ll use: Company name, website, key contacts, LinkedIn profile, maybe phone/email (if available).
- Use tags or notes: If you can, mark why each company made the cut—so you don’t forget later.
- Stay GDPR compliant: Don’t email people out of the blue without checking the rules. (Echobot mostly gives business info, but don’t assume all data is opt-in.)
What to ignore: Don’t waste time on fields you’ll never use, like “fax number” or vague financials.
Step 6: Do a Quick Manual Tidy—Yes, Really
Automation is great, but it won’t catch everything. Take 10 minutes to go through your exported list:
- Remove duplicates: Especially if you’re merging multiple exports.
- Spot-check websites and LinkedIn: If a company looks fishy, double-check. Some data will always be out-of-date.
- Fill gaps: If you’re missing a key contact, sometimes a quick Google or LinkedIn search fills the hole faster than fussing with more filters.
Honest take: No tool is perfect. Even the best B2B data platforms miss things. A little human review saves hours later.
Step 7: Integrate with Your Workflow
A list is useless if it sits in Excel hell. Get it into your CRM, outreach tool, or wherever you actually work.
- Import cleanly: Make sure fields line up. Otherwise, you’ll spend more time fixing stuff than selling.
- Tag or segment: Mark this batch so you know it came from Echobot and what criteria you used.
- Set a follow-up plan: If your team is just sitting on the list, nothing happens. Assign owners, set reminders, whatever it takes.
Pro tip: Keep your lists small enough that you can actually work them. It’s better to have five lists of 50 than one list of 10,000 that nobody touches.
Step 8: Test, Iterate, and Repeat
Your first list won’t be perfect. That’s normal. See which companies actually respond, book meetings, or move forward—then tweak your criteria.
- If you’re getting crickets, maybe your filters are too tight or you aimed at the wrong industry.
- If you’re drowning in junk, your filters are too loose.
- Keep notes on what works. Next time, you’ll get it right faster.
What doesn’t work: Chasing “the perfect list” before you start outreach. Done is better than perfect.
Final Thoughts
Building a great B2B prospect list with Echobot isn’t rocket science, but it does take some thinking and a bit of manual work. Don’t overcomplicate it. Start with a clear profile, use the main filters, check your work, and keep your lists focused. Iterate as you go. The goal isn’t a massive spreadsheet—it’s a short list of real companies you actually want to talk to. That’s what moves the needle.