How to build targeted B2B prospect lists using Infotelligent filters step by step

So you need to build a B2B prospect list that actually gets results—not just a mountain of random contacts. Maybe you’re in sales, maybe you’re a marketer. Either way, you don’t have all day to waste on dead-end leads or clumsy software. This guide is for anyone who wants to use Infotelligent filters to zero in on the right targets, skip the fluff, and make their outreach count.

Here’s how to do it, step by step—without the hype.

Step 1: Get Clear on Who You’re Targeting

Before you even log in, don’t skip this bit. It sounds obvious, but most bad lists start with fuzzy thinking. Ask yourself:

  • Who’s your real buyer? (Job titles, roles—be specific.)
  • What size companies do you care about?
  • Any industries or regions to focus on or avoid?
  • Are there “red flag” attributes that make a company a bad fit?

Write down your must-haves and nice-to-haves. This will keep you honest when you’re tempted to click “select all.”

Pro tip: Don’t just copy last quarter’s criteria. Things change. Check with your team or look at your last 10 closed-won deals—what do they have in common?

Step 2: Log In and Get Oriented

Head to Infotelligent and log in. The dashboard is pretty straightforward, but here’s what you’ll see:

  • Main search bar (top)
  • Filters menu (side or top, depending on updates)
  • Results table (center)

Ignore the “trending companies” or “suggested prospects” widgets for now. They’re fine, but you’re here to build a list with intent.

Step 3: Use Company Filters First

Start at the company level before you drill down to individual contacts. Why? Because a perfect contact at the wrong company is a waste of time.

Key company filters to consider:

  • Industry / NAICS / SIC codes: Use these to zero in, but don’t get too granular unless you need to. “Software” is broad, but “Custom Computer Programming Services” (NAICS 541511) is very specific.
  • Company size (employees or revenue): Set a sensible range. “1-5000 employees” is too broad for most use cases.
  • Headquarters location: Filter by country, state, or region if it matters to your offer.
  • Technologies used: Infotelligent can show you companies using certain tech (like Salesforce, AWS, Shopify). Only use this if it’s a real buying signal.

What to ignore: Fancy “AI-powered intent” scores. These can be hit-or-miss. If you see a company you know is a dud, trust your gut over the algorithm.

Step 4: Layer on Contact Filters

Once you’ve got a good pool of companies, it’s time to find the right people inside them.

Filters that actually matter:

  • Job Title/Function: Use “contains” or “includes” logic—e.g., “VP Marketing,” “Director of Demand Generation.” Don’t get too cute; “Chief Growth Evangelist” is rare.
  • Seniority Level: C-level, VP, Director, Manager. Pick what matches your buyer.
  • Department: Sometimes easier than job title. E.g., “IT,” “Finance,” “Operations,” etc.
  • Location: If your outreach depends on geography, filter here too.

What to skip: “Years at company” or “school attended.” These rarely make a difference for most outreach.

Honest take: Don’t try to build a “perfect” persona profile with 10 filters. You’ll end up with three people. Start broad, then narrow if you’re drowning in results.

Step 5: Use Advanced Filters (But Don’t Overdo It)

Infotelligent offers extra filters—like funding round, recent hiring activity, or news mentions. These can be useful for niche campaigns or ABM (account-based marketing), but don’t let them bog you down.

When to use:

  • If you’re targeting only companies that recently raised Series B
  • If you care whether they’re hiring for a role tied to your product
  • If recent news (like a merger) is a buying trigger

But: If you’re just trying to fill the pipeline, stick to company, industry, size, and job title first. Layer in the fancy stuff later if you need to refine.

Step 6: Review and Edit Your Search Results

Now you’ll see a list of contacts that match your criteria. Don’t just export everything blindly.

What to check:

  • Duplicates: Some contacts might show up more than once, or in multiple roles.
  • Obvious bad fits: Companies that slipped through because of weird data (e.g., “Acme Holdings” with 3 employees in “Software Publishing”).
  • Contact data quality: Look for missing emails, generic job titles (“Staff,” “Employee”), or suspiciously outdated info.

Pro tip: Spot-check 10-20 random results. If you’re seeing lots of noise, tighten your filters or tweak your search terms.

Step 7: Export (or Save) Your List the Smart Way

You can usually export to CSV or push contacts to your CRM. Here’s what to consider:

  • Export only what you need: Don’t hoard thousands of contacts you’ll never use. Quality > quantity.
  • Custom fields: If you need extra columns (like LinkedIn URLs or company revenue), select them before export.
  • Tag or label the list: If Infotelligent lets you, name your lists clearly (“Q3 SaaS 100-500 US VPs”) so you don’t get lost later.

Reality check: Most CRMs have limits on bulk imports. Don’t dump 2,000 contacts in at once unless you want headaches.

Step 8: Keep It Clean and Updated

Prospect data goes stale fast. People change jobs, companies get acquired, emails bounce.

  • Set a calendar reminder to refresh your list every month or quarter.
  • Use Infotelligent’s enrichment features (if available) to update old lists.
  • Remove bounced or unsubscribed contacts as you go.

What not to do: Don’t assume your list will be good forever. Even the best data vendors can’t keep up with how fast people move around.

Step 9: Sanity-Check Before You Launch Outreach

Before sending your first email or LinkedIn message, check:

  • Are these the right people at the right companies?
  • Is your messaging tailored to what you know about them?
  • Are you violating any spam or privacy rules? (Check your local laws.)

If it feels off, fix it now. It’s easier than apologizing later.

Common Pitfalls (and How to Dodge Them)

  • Over-filtering: Trying to find “the perfect” leads often shrinks your list to nothing. Start broader, then narrow down.
  • Chasing trendy signals: Not every company that raised money is ready to buy your product. Don’t get distracted by shiny intent scores.
  • Ignoring data quality: Always check a sample of your results. Even good tools have bad data sometimes.
  • Letting the list sit: The longer you wait to use your list, the more outdated it gets. Don’t overthink—start outreach, then refine.

Wrapping Up: Keep It Simple, Iterate Often

You don’t need to build a masterpiece list on your first try. The real magic is in doing the basics well—knowing who you’re after, using the right filters in Infotelligent, checking your work, and adjusting as you go.

Start simple, get feedback, and tweak your process. The best B2B prospectors aren’t the ones with the fanciest tools—they’re the ones who use what works, skip the noise, and keep improving.

Now go build your list. The clock’s ticking.