If you’re trying to get your product or service in front of real decision-makers, you already know: the days of blasting random cold emails are over. Spray-and-pray lists waste your time and get you ignored. The real game is building targeted, up-to-date prospect lists with people who might actually care about what you’re offering.
This guide is for sales reps, founders, and marketers who want to use Lead411 to do exactly that—without spending hours clicking around or falling for the “just upload your ICP and let the AI do it all!” hype. Here’s how to build a B2B list that’s actually useful, step by step.
Step 1: Get Clear on Who Actually Matters
Before you even log into Lead411, nail down who you’re trying to reach. Sounds obvious, but most bad lists start with a fuzzy target. Here’s what you actually need to know:
- Industry: Don’t just say “tech” or “healthcare.” Get specific—like “SaaS companies with 10-200 employees” or “private physical therapy clinics.”
- Company Size: Be real about who buys from you—startups? Fortune 500?
- Job Titles: Not “decision makers.” Who, specifically? VP of Marketing? Director of IT?
- Location: Do you care? If it’s not relevant, skip it.
- Other Triggers: Funding rounds, tech used, hiring signals, etc.
Pro tip: If you’re just guessing, talk to your last five customers or sales. Ask them why they bought. Build your target from reality—not LinkedIn daydreams.
Step 2: Set Up and Get Oriented in Lead411
Alright, now log in to Lead411. If you’re new, start a trial or get your account set up. The interface is pretty straightforward, but here’s what matters:
- Search Bar: Where you’ll define your filters.
- Saved Searches: Handy if you’re building multiple lists or want to tweak over time.
- Export Options: Pay attention—some plans limit exports, so don’t waste them.
Skip the fancy dashboards for now. You’re here to build a list, not admire charts.
Step 3: Use the Right Filters to Zero In
This is where most people get tripped up. Lead411 gives you a ton of filters, but more isn’t always better. Here’s what’s actually useful:
Must-Use Filters
- Industry: Use their dropdowns, but beware—industry tags can be messy. Double-check a few companies in your results.
- Company Size (Employee Count): Set a realistic range. Don’t go “1-10,000+.”
- Location: If local matters, set state/city/region.
- Job Title/Function: Use boolean (AND, OR, NOT) to capture variations. Example: “(VP OR Director) AND (Marketing OR Demand Generation)”
- Seniority Level: Helps weed out interns and assistants.
Worth Trying, But Don’t Obsess
- Technologies Used: Good if you sell, say, Salesforce add-ons, but don’t get lost down the rabbit hole.
- Funding Events: Can be helpful if you want companies with fresh cash, but funding info isn’t always up-to-the-minute.
What to Ignore (Usually)
- “Intent” Data: These are often just signals that someone read a blog post once. Take with a big grain of salt.
- Too Many Filters: Overfiltering = tiny, useless lists. Start broad, then tighten.
Pro tip: Build several versions of your list with different filter combos. Test them against each other instead of betting everything on one “perfect” search.
Step 4: Review and Clean the Results
Lead411 will spit out a list based on your criteria. Don’t just export and blast—take a few minutes to sanity-check:
- Spot Check Companies: Click into a few. Are they really in your target market?
- Review Titles: Are these the decision makers, or random “analysts” and “consultants”?
- Duplicates: Lead411 is pretty good at deduping, but double-check if you’re running multiple searches.
If you see weird results, tweak your filters and try again. It’s normal to iterate a few times.
Step 5: Export and Organize Your List
Once you’re happy, export your list. Lead411 lets you download as CSV, push to your CRM, or use integrations (like Outreach or HubSpot). Here’s how to keep it useful:
- Export in Batches: If you’re limited on credits, export your best-fit prospects first.
- Standardize Columns: Every export tool loves to make up its own column names. Clean them up so you (and your tools) can actually use them.
- Check for Blanks: Not every contact will have email, phone, or LinkedIn. Decide what’s a dealbreaker before importing.
Pro tip: Add a “Source” column (e.g., “Lead411 2024-07-01”) so you can track list quality later.
Step 6: Spot-Check Contact Data Quality
No matter what the sales tools claim, no database is perfect. Here’s what actually happens:
- Some data will be outdated. People change jobs constantly.
- “Verified” emails aren’t a guarantee—test a handful before rolling out a campaign.
- Phone numbers are hit-or-miss, especially mobile dials.
How to handle it:
- Test a Sample: Email or call a batch of 10-20 contacts. Watch your bounce rate and response.
- Update or Remove Duds: If 30%+ of emails bounce, your list needs work.
- Keep Notes: If you find a pattern (e.g., all the “VP Sales” are fake), adjust your filters.
Don’t obsess over 100% accuracy—it’s impossible. But do enough QC to avoid burning your sender reputation.
Step 7: Enrich, Segment, and Prepare for Outreach
Before you start hitting “send,” make your list usable for real outreach.
- Add Personalization Fields: Company name, industry, recent news, etc. Most tools can auto-insert, but you need clean data.
- Segment by Priority: Who are your “A-list” targets? Start there.
- Tag by ICP Fit: If you’re experimenting, tag contacts by which filters you used so you can see what works (and what doesn’t).
Don’t overthink it. The goal is a list you can actually use—not a spreadsheet worthy of a NASA mission.
Step 8: Keep Your List Fresh (or, Don’t Let It Rot)
The best list in the world goes stale fast. People change jobs, companies pivot, emails die. Here’s how to keep your pipeline from going moldy:
- Set a Calendar Reminder: Rebuild or refresh your list every month or quarter.
- Track Results: Keep tabs on response rates, bounces, and conversions by list source.
- Don’t Hoard Data: If you’re not using a contact in 60-90 days, archive them and move on.
Most sales teams get lazy here. Don’t be most teams.
What Actually Works (and What Doesn’t)
Here’s the honest part:
- Targeted lists beat giant lists every time. 200 well-chosen prospects > 5,000 random ones.
- Data quality matters, but don’t expect perfection. Build, test, fix, repeat.
- Ignore “intent” hype. If someone downloaded a whitepaper, it doesn’t mean they want to talk to you tomorrow.
- Automation is fine—but only after you’ve hand-checked your first few batches.
Do the boring stuff right, and the fancy tools actually start to help.
Keep It Simple and Iterate
You don’t need a 10-step workflow or AI wizardry to build a B2B list that works. Get clear on who you want, use Lead411’s filters with a little skepticism, and check your data before you start blasting emails. Then, tweak things as you learn what works (and what doesn’t).
Start small, keep it practical, and remember: the best list is the one you actually use.