If you’re running B2B sales, you already know: good prospecting isn’t about “spraying and praying.” It’s about finding the right companies, not just more companies. And that means building targeted account lists—done right, not just fast. This guide is for sales teams who want to use Kleo to actually find those right-fit accounts, skip the fluff, and get your reps talking to people who might actually buy.
Let’s break it down step by step, with a few hard-won lessons (and warnings) mixed in.
Step 1: Get Clear on Who You’re Targeting (Don’t Skip This)
Before you even open Kleo, stop and define what “target account” really means for your team. No AI tool, no matter how shiny, can fix fuzzy targeting.
Ask yourself: - What does a great customer look like for us? (Think: industry, company size, location, tech stack, funding, whatever matters.) - Who do we not want? (Bad fit = wasted time.) - Are there any “must-have” or “dealbreaker” signals? (e.g. using Salesforce, raised a Series B, must operate in the US.)
Pro tip: Write this down. Seriously. Even if it feels obvious. You’ll refer back to it more than you think.
Step 2: Set Up Your Filters and Segments in Kleo
Kleo’s core strength is its ability to filter across a ton of firmographic and technographic data. But with great power comes…way too many options.
How to Actually Use Kleo’s Filters
- Start broad, then narrow. Don’t pick 20 filters right away. Start with 2-3 that matter most (e.g. “SaaS companies, 100-500 employees, North America”).
- Firmographics: Industry, headcount, location, revenue, growth rate.
- Technographics: What tools or platforms they use (e.g. Salesforce, AWS, Shopify).
- Custom signals: Some plans let you filter by recent funding, hiring trends, or even news—useful, but don’t get lost in the weeds.
- Exclude bad fits: Use exclusion filters for industries or geos you don’t serve.
What to ignore: Kleo throws a lot at you—don’t obsess over every possible signal. Most sales teams close deals on a handful of key traits, not a 20-point checklist.
Step 3: Build and Save Your List
Once you’ve dialed in your search, it’s time to build the actual account list.
Here’s how: 1. Run your filtered search. Kleo will spit out a list of matching companies. 2. Review, don’t just export. Quick-scan the results—are these real prospects? Or did something weird slip through? 3. Bulk select and save. Most teams dump lists into “Smart Lists” or “Target Account” folders for easier tracking. 4. Name your list clearly. Use something like “US SaaS 100-500 FTE Q3 2024” so you remember what’s in it (and don’t duplicate effort later).
Pro tip: Don’t go for “bigger is better.” A tight list of 100 great fits beats 1000 randoms any day.
Step 4: Enrich Your Accounts (But Don’t Trust It Blindly)
Kleo can enrich company records with contact info, tech stack, recent news, and more. This is handy, but it’s not magic.
What works: - Contact info: Usually decent for work emails and LinkedIn profiles, especially for mid-sized and large companies. - Tech stack detection: Good for public-facing tools (e.g. Shopify, HubSpot). Gets iffier the more niche you go. - Recent news/signals: Useful for finding companies in the news, hiring, or fundraising.
What doesn’t: - Data freshness: Some data will be out of date. Always double-check before you reach out. - Direct dials: These are hit or miss. Don’t bank on every phone number being current.
Keep it real: Treat enrichment as a starting point, not gospel. Your reps will still need to do some manual research.
Step 5: Score and Prioritize (Optional, but Worth It)
Not every account on your list is created equal. Kleo has basic scoring and tagging features, and while they’re not perfect, they help you sort the “hot” from the “lukewarm.”
Ways to prioritize: - Tag accounts by fit (“A,” “B,” “C” tiers, or whatever works for your team). - Use custom fields for notes (e.g. “just raised $10M,” “already using competitor”). - If your CRM syncs with Kleo, map these tags/fields so reps see them in their workflow.
Don’t overcomplicate this: Fancy scoring models usually sound better in theory than in practice. Most teams do just fine with simple tags and a bit of common sense.
Step 6: Sync With Your CRM (So You Don’t Go Insane)
Nothing kills momentum like working off two lists. Kleo can push accounts into Salesforce, HubSpot, or whatever you use—but integrations aren’t always smooth.
Watch out for: - Duplicate records: Kleo can create duplicates if your CRM data is messy. Clean it up first. - Field mismatches: Make sure custom fields/tags line up so you don’t lose info in the sync. - Permissions: Some teams lock down CRM imports. Check with your admin before you start pushing data.
Pro tip: Do a test with 10 accounts before syncing a full list. Better to catch issues early.
Step 7: Kick Off Outreach (The Right Way)
You’ve got your list. Now what?
- Segment for messaging: Don’t blast the same email to everyone. Even basic segmentation (e.g. by industry or funding status) makes a difference.
- Assign owners: Make sure every account is owned by a rep—no orphaned accounts.
- Track response, refine as you go: See what works and what doesn’t. If nobody’s biting, revisit your filters or targeting.
Honest take: Even the best list won’t fix a bad message or a broken sales process. But it does give your team a fighting chance.
What to Ignore (And What to Watch Out For)
- Don’t chase every shiny new filter. Stick to what actually predicts a good customer for you.
- Don’t pay extra for features you won’t use. Some of Kleo’s “premium” signals are overkill for most teams.
- Don’t automate everything. Human judgment still matters. Review your list before you hand it to reps.
Final Thoughts: Keep It Simple, Iterate Often
Building targeted account lists in Kleo isn’t rocket science, but it’s easy to overthink. Start with a simple, clear definition of your ideal account, use a small set of filters, and keep your lists manageable. Review results, get feedback from your sales team, and tweak as you go. The best lists are built by teams who aren’t afraid to try, adjust, and cut what doesn’t work.
And remember: tools help, but clear thinking wins. Happy hunting.