Looking for a no-nonsense way to build an account based marketing (ABM) list that actually helps your sales team? This isn’t another fluffy post about “aligning sales and marketing.” It’s for marketers, SDRs, and founders who need to get real results—without wasting hours on busywork or buying yet another overpriced tool.
Here’s how to use Fullenrich to build a solid ABM list, avoid common traps, and focus on what actually moves the needle.
Step 1: Get Clear on Why You’re Building an ABM List
Before you even open Fullenrich, stop and ask yourself: What’s the point of this list?
Most people skip this step and end up with a giant spreadsheet that sits untouched. Here’s what usually doesn’t work:
- Building huge lists “just in case.”
- Chasing every company that looks remotely relevant.
- Relying on vague ICPs (“any SaaS company with 50+ employees”).
A good ABM list is focused and actionable. Define:
- THE GOAL: New logo acquisition? Expansion? Re-engagement?
- WHO OWNS IT: Is it for sales outreach, marketing campaigns, or both?
- WHAT’S A WIN? Booked meetings? Demos? Trials?
Pro tip: If you can’t explain your target in one sentence, it’s too broad.
Step 2: Nail Down Your Ideal Customer Profile (ICP)—For Real
Here’s where most people get lazy: ICPs that are just “industry + headcount.” That’s not enough.
With Fullenrich, you can get granular, but don’t fall down a data rabbit hole. Focus on what actually matters:
- Firmographics: Industry, size, geography, funding status.
- Technographics: What software/tools are they using? (Fullenrich is good at this, but don’t overcomplicate it.)
- Intent signals: Are they hiring for relevant roles? Mentioning pain points on social? (If you use intent data, be skeptical—lots of false positives.)
- Must-haves vs. nice-to-haves: Don’t overfilter. If you need 100 accounts, don’t start with criteria that only 12 companies on earth fit.
Write your ICP down. Share it with your team. Get everyone on the same page.
Step 3: Fire Up Fullenrich and Start Building
Now, log into Fullenrich and get to work. Here’s how to make the most of it:
3.1 Set Up Your Filters
- Industry/Vertical: Start broad, then whittle down.
- Employee Count: Be honest about what your team can handle. If you’re a startup, ignore Fortune 500s.
- Location: Target where you can sell or support.
- Tech Stack: Use the technographics filter if you know what tech your best customers use.
- Other filters: Funding, growth, hiring. Only use these if they really matter to your product.
What to ignore: - Vanity filters (“coolness” or “brand recognition”). - Overly complex combinations that shrink your market to nothing.
3.2 Review the Data
Fullenrich is good, but no tool is perfect. Always sanity-check:
- Duplicate accounts: Remove repeats.
- Obvious misfits: Companies outside your target market, or subsidiaries that don’t buy independently.
- Weird company names: If it looks fake, it probably is.
Honest take: Every B2B data tool promises “accuracy.” Reality? Expect 10–20% noise. That’s normal.
Step 4: Add the Right Contacts—But Don’t Overdo It
You need people, not just company names. Fullenrich can pull contacts, but here’s what actually matters:
- Titles that matter: Who signs the check? Who feels the pain? Don’t collect 20 contacts per company—focus on 1–3 relevant decision makers or influencers.
- Contact info: Email is king. Phone numbers are useful, but often outdated. Accept that some emails will bounce.
- Don’t overbuy: More contacts ≠ more meetings. Quality > quantity.
Pro tip: If you can’t tell from their title what someone does, skip them. Don’t waste time on “Business Ninja” or “Growth Hacker.”
Step 5: Export, Organize, and Sanity-Check Your List
Fullenrich lets you export lists, but don’t just dump it into your CRM and call it a day.
- Review company/contact count: Is this list realistic for your team to work?
- Spot-check accuracy: Pick 10 random companies and 10 contacts. Google them. Are they real? Do they fit your ICP?
- Tag your segments: If you plan to run multiple campaigns, add simple tags (by vertical, size, region, etc.) in your export.
- Remove obvious junk: Duplicates, defunct companies, generic emails (“info@”, “admin@”) should go.
Ignore: “Enriching” your list with too many extra fields. If you’re not using the data, it’s just clutter.
Step 6: Sync With Sales (If You Have a Team)
Nobody likes a surprise list dumped in their lap. Before you launch any campaigns:
- Share the ICP and logic: Walk through how you built the list.
- Ask for real feedback: Are any companies obviously wrong? Are there big gaps?
- Assign ownership: Who’s working what? Avoid overlap.
If you’re solo: Still talk through your logic—out loud, or with a peer. You’ll catch mistakes this way.
Step 7: Launch—Then Iterate, Don’t Overthink
You’ve got your list. Start your outreach—email, LinkedIn, ads, whatever your playbook is.
But here’s the thing: No list is perfect. ABM is about learning as you go.
- Track what works: Which accounts move forward? Which get ignored?
- Refine your filters: If you’re getting nowhere, revisit your ICP and Fullenrich settings.
- Keep it simple: Don’t add new tools or workflows until you’ve worked the basics.
What not to do: Don’t wait for a “perfect” list. Don’t buy another tool. Don’t let the list rot while you tinker with it.
Pro Tips, Traps, and What to Ignore
What works: - Tight, specific ICPs—shared with your team. - Sanity-checking data, not trusting any tool blindly. - Focusing on a few key contacts per account.
What doesn’t: - Overly broad or vague lists. - Chasing “intent” signals without validation. - Collecting contacts you’ll never use.
What to ignore: - Fancy AI scoring, unless you’ve actually tested it. - Buying “enriched” lists from random vendors. - Any feature that promises “guaranteed meetings.”
Keep It Simple and Iterate
Building an ABM list with Fullenrich isn’t rocket science. Get clear on your goal, build a focused list, check your work, and get moving. Don’t overcomplicate things—launch, learn, tweak, and repeat. The real magic is in actually reaching out, not in building the “perfect” list.
Done is better than perfect. Now get after it.