If you’re in B2B sales, you know half the battle is picking the right companies to go after. Spray-and-pray prospecting just burns time and morale. This guide is for sales teams who want to build a real account list that’s focused, doable, and actually brings in pipeline. We’ll walk through how to use Trycaddie to do it—without getting lost in the weeds or buying into hype.
Let’s get into it.
Step 1: Get Clear on What “Winning” Looks Like
Before you touch any software, decide what makes an account “right” for your team. Don’t just chase logos or big company names—those are often the hardest to close.
Ask yourself: - What companies are our best customers? (Think: size, industry, location, tech stack, pain points.) - Where do we win quickly and easily? (Look at sales cycles, not just deal size.) - Who actually needs what we sell? (Be honest.)
If your ICP (ideal customer profile) is fuzzy, start small. Use your last 10 closed-won deals as a model. Don’t overthink it.
Pro tip: Skip “aspirational” targets for now. Go after accounts similar to your real wins.
Step 2: Set Up Trycaddie the Right Way
Now, fire up Trycaddie. If you’re new to it, take a minute to poke around. The best tools are only as good as the info you feed them.
Do these first: - Connect your CRM. This stops you from chasing current customers or dead leads. - Invite the right team members. Not everyone needs access—just those doing research, outreach, or list reviews. - Get your ICP notes handy. You’ll need these for filters.
Don’t get distracted by every feature. Start with the basics, and add more as you learn what you actually use.
Step 3: Build Your First List—Don’t Boil the Ocean
Here’s where most teams go wrong: they try to build the “ultimate” list of 2,000+ accounts right out of the gate. Don’t do that. Focus on a manageable batch you can actually work.
- Open the account list builder.
- Apply filters that match your ICP:
- Company size (by employee count or revenue)
- Industry or vertical
- Geography (skip “global” unless you’re truly global)
- Tech stack (if relevant)
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Funding round, if that matters to you
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Cross-check against existing pipeline and customers.
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Remove duplicates—no point chasing what you already have.
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Start small. Try a list of 50–100 accounts for your first run.
Why small lists? You’ll catch mistakes faster, and it’s way easier to personalize outreach. Big lists just get ignored or half-worked.
Step 4: Score and Prioritize (But Don’t Get Lost in the Math)
Trycaddie lets you score accounts based on fit and intent. This is useful, but don’t let the numbers replace your gut.
- Fit score: Does the company look like your best customers?
- Intent score: Are they showing signs they might be in the market?
What works: Use these scores to cut obvious junk from your list, and to find “hidden gems” you might overlook.
What doesn’t: Don’t chase every account with a high intent score—sometimes it’s noise (like job postings or random web visits).
Pro tip: Have reps sanity-check the top 20 accounts. No scoring system beats human judgment.
Step 5: Add Useful Context—Skip the Fluff
Having a list is good. Knowing why each account is on your list is better. Most reps ignore this and just start blasting emails.
- Add notes: Jot down why this account fits—recent news, tech adoption, leadership changes, etc.
- Tag “must-win” or “quick win” accounts. Be honest—don’t tag everything.
- Flag red flags: If an account looks good on paper but you know it’s a bad bet, note it.
Don’t waste time filling in every field “just because.” Focus on info that actually helps you sell.
Step 6: Review, Share, and Get Feedback
Don’t go solo. Share your draft list with others—SDRs, AEs, even your boss if they’re hands-on.
Ask: - Do any of these accounts look like a waste of time? - Are we missing any obvious targets? - Is there anyone with inside knowledge?
Take the feedback seriously, but don’t let it turn into endless debates. Aim for “good enough to start.”
Step 7: Lock It In and Start Outreach
Once you’ve got a manageable, high-quality list with real context, set it as your working list in Trycaddie. Don’t keep tweaking it every day—you’ll just spin your wheels.
- Assign owners: Who’s responsible for which accounts?
- Set activity targets: Outreach doesn’t happen by accident.
- Track engagement: Are you getting replies? Are your meetings with the right people?
Pro tip: Block an hour each week to review progress and swap out duds for new accounts.
Step 8: Rinse and Repeat—Iterate, Don’t Overhaul
No list is perfect. That’s fine. The best teams treat account lists as living documents, not stone tablets.
Every few weeks: - Prune accounts that aren’t moving. - Add new ones based on what you’re learning. - Tighten your filters—get pickier over time.
Don’t wait for a “perfect” list. Start with what you have, and make it better as you go.
What to Ignore (Mostly)
There’s a lot of noise out there about “AI-driven prospecting” and “hyper-personalized” lists. Here’s what you can safely skip, at least for now:
- Overly complex scoring models: If you need a math degree to explain it, it’s too much.
- Buying giant static lists: Most of them are out of date the minute you buy them.
- Chasing the biggest logos: Enterprise deals are slow and political unless you have a real in.
Focus on companies you can actually help and close.
Keep It Simple, Keep It Moving
A winning account list isn’t about having the most data or the fanciest tool. It’s about picking the right companies, adding just enough context, and working the list—then tweaking based on what actually happens.
Start small, stay focused, and don’t get paralyzed by analysis. The best list is one you’ll actually use. Iterate as you go, and let the results guide you—not the hype.