So you need to build a lead list that doesn’t waste your time or budget. You’ve got a B2B sales team, you want results, and you’re looking at Lusha to help. This isn’t a magic bullet, but if you use it right, it can save you a ton of manual research. Here’s how to use Lusha to actually get a list of prospects your sales team wants to talk to—not just a spreadsheet full of random names.
Step 1: Get Clear on Who You Actually Want
Before you even log in, be brutally honest about your ideal customer. If you cast too wide a net, you’ll end up with junk. Get specific:
- Industry: Don’t just say “tech.” Are you after SaaS companies, fintech, or cybersecurity firms?
- Company size: Ten-person startups or Fortune 500s? Be realistic about who you can actually close.
- Job titles: Who signs the dotted line? Who’s your champion?
- Location: Is geography a factor for your product or sales team?
- Other signals: Funding round, tech stack, recent hiring, etc.
Pro tip: Skip the “anyone with a pulse” approach. A smaller, laser-focused list beats a giant, useless one every time.
Step 2: Set Up Your Lusha Account the Right Way
Lusha isn’t free, and its credits run out fast. Don’t burn through them on bad searches.
- Pick the right plan: Start with a trial if you’re new. Don’t go annual until you know it actually works for your team.
- Add teammates thoughtfully: Only invite people who will actually prospect, or you’ll chew through credits just by having lookie-loos.
- Set up integrations: Connect Lusha to your CRM (like Salesforce or HubSpot). This automates a lot of the grunt work and keeps your data clean.
Heads up: Lusha’s Chrome extension is handy for LinkedIn, but don’t rely on it too much—LinkedIn can change their rules at any time.
Step 3: Use Advanced Search (and Ignore the Fluff)
The real value in Lusha is in its filtering. Here’s what matters:
- Company filters: Industry, size, location, revenue, funding.
- Contact filters: Job title, seniority, department.
- Keywords: Use these to get more granular (e.g., “DevOps” or “compliance”).
What doesn’t matter as much: - Lusha’s “Intent” signals are hit-or-miss. If you have a huge list to work with, try them out, but don’t count on them for laser targeting. - Don’t get distracted by every new feature. Stick to what helps you find the right contacts, not just more contacts.
Quick tip: Start broad, then narrow. It’s easier to trim a list than to realize you’ve ruled out half your real market.
Step 4: Build and Refine Your Lead List
Now the rubber meets the road.
- Run your search: Apply your filters and see what comes up.
- Spot-check results: Open a few profiles. Are these actually your ideal buyers? If not, tweak your filters.
- Select contacts: Add only the people who really fit. Don’t just bulk-add everyone—quality control matters.
- Export or sync to CRM: Don’t download every contact “just in case.” You’ll eat up credits and annoy your sales team with junk data.
What works: - Focusing on a few job titles per search. - Reviewing company websites to confirm fit before exporting. - Keeping lists manageable—think dozens, not thousands.
What doesn’t: - Blindly trusting Lusha’s company categories—they’re sometimes off. - Assuming every contact is current; double-check roles on LinkedIn or the company site.
Step 5: Keep Your List Fresh (and Actually Use It)
A stale lead list is almost as bad as no list at all.
- Check for updates: People change jobs all the time. If you’re running a campaign, refresh your list every few weeks.
- Watch for bounces: If emails are bouncing, remove or update those contacts. Don’t keep hammering dead ends.
- Get feedback from sales: Are they booking meetings? If not, the list needs work—don’t blame the reps first.
Pro tip: Don’t pay for more Lusha credits until you’ve actually worked through the list you built. Chasing more data isn’t the same as getting more results.
Step 6: Respect Privacy and Don’t Be a Jerk
Just because you can export someone’s contact info doesn’t mean you should spam them.
- Quality over quantity: Personalized, relevant outreach gets results. Blasting 500 strangers will just tank your domain reputation.
- Stay legal: Know your local laws around cold emailing—GDPR, CAN-SPAM, etc.
- Don’t buy into “spray and pray”: That’s how you get on blacklists.
What to Watch Out For
- Data accuracy: Lusha is decent, but not perfect. Expect some outdated info, especially for smaller companies or new roles.
- Credit usage: Every contact you unlock costs you, so use credits like they’re cash (because, well, they are).
- List fatigue: If your team complains the leads are junk, don’t double down—go back to step one and rethink your criteria.
Shortcuts and Real-World Tips
- Use LinkedIn for context: Sometimes Lusha’s info is a starting point, not the whole story. Check profiles for recency.
- Build in sprints: Focus on one segment or campaign at a time. Don’t try to boil the ocean.
- Keep notes: If you find patterns (e.g., “Lusha’s titles are always off for this industry”), document them for next time.
Wrapping Up
Building a useful lead list in Lusha is more about discipline than fancy tools. Get clear on who you want, filter hard, check your work, and don’t buy into the idea that more equals better. Keep it simple, don’t overthink it, and adjust as you go—your future self (and your sales team) will thank you.