If you’re in B2B sales or marketing and tired of chasing the wrong leads, you know the pain: wasted time, bad fit prospects, and endless manual work. This guide is for anyone who wants to build targeted account lists in Nimbler that actually help you hit your goals—without getting bogged down in bells and whistles you don’t need. Whether you’re new to Nimbler or just want to finally get your data organized, these are the steps that matter.
Why Targeted Account Lists Matter (and What to Ignore)
Before you jump in, let’s be clear: a “targeted account list” isn’t magic. It’s just a focused list of companies most likely to buy from you. You don’t need a fancy workflow, and you definitely don’t need 15 different filters “just in case.” The point is quality over quantity. If your list is too broad, you’ll waste time. Too narrow and you’re missing out. The sweet spot? A list you can actually work through—where every account has a real shot at becoming a customer.
Step 1: Get Clear on Who You’re Targeting (Don’t Skip This)
Don’t let Nimbler’s features distract you yet. Start with a notebook or a doc. Who are your best customers? Look at:
- Industry: What sectors buy from you (or should)?
- Company size: Employee count, revenue, or both.
- Location: Are you selling locally, nationally, or internationally?
- Tech stack: Do they need to use certain software?
- Other must-haves: Regulatory requirements, funding stage, etc.
Pro tip: If you’re stuck, pull a list of your last 10 happy customers and jot down what they have in common. Don’t overthink it. The goal is to have a clear picture before you ever log in.
Step 2: Log Into Nimbler and Head to the Account Search
Once you’re clear on your targets, open up Nimbler and navigate to its Account Search or Prospecting section (names can change—look for anything labeled “Accounts,” “Companies,” or “Search”).
- Don’t get distracted by “cool” features. Stick to your criteria.
- If you’re new, take two minutes to poke around, but don’t rabbit-hole on integrations or custom fields yet.
Step 3: Build Your Search Using Filters That Actually Matter
This is where most people overcomplicate things. You’ll see tons of filters in Nimbler. Use only the ones that tie directly to your ideal customer profile. Here’s how to do it:
- Industry: Select one or two industries (not ten). If you’re not sure which industry code to use, just type the industry name—Nimbler usually suggests matches.
- Company Size: Filter by employee count or revenue. Be honest about your sweet spot—don’t just pick “5000+ employees” because it sounds impressive.
- Location: Only add this if it matters (e.g., you’re limited by region).
- Keywords or Tech Stack: Some versions of Nimbler let you filter by technologies used or keywords in company descriptions. Only use these if they’re truly required.
What to ignore:
- Overly niche filters (like “number of patents filed” or “Twitter followers”) unless they’re mission-critical.
- Pre-built “hot lists” unless you’ve checked them—these can be noisy.
Pro tip: Start broad, then narrow. It’s easier to trim a big list than to wonder where everyone went.
Step 4: Review and Clean Up the List Before Saving
Nimbler will spit out a list. This is where you do a sanity check.
- Scan the first two pages. Do these companies fit your criteria? If not, tweak your filters.
- Look for obvious “junk” accounts: Defunct companies, irrelevant sectors, or companies you’ve already ruled out in the past.
- Add or adjust filters as needed. Resist the urge to add complexity unless it directly solves a problem you see.
Pro tip: If you keep seeing the same bad-fit companies, double-check your industry and size filters—they’re usually the culprit.
Step 5: Save Your Targeted Account List
Once it looks right, save the list in Nimbler.
- Give it a clear, “future you will understand” name. Example: “US SaaS 100-500 employees Q3 2024.”
- Use tags or folders if Nimbler supports them—but don’t over-organize. One or two tags are plenty.
- If you’re working with a team, set sharing permissions now to avoid surprises later.
Step 6: Export or Sync (If You Actually Need To)
Nimbler lets you export lists or sync them to your CRM (Salesforce, HubSpot, etc.). Here’s the honest take:
- Only export if you’re going to use the data. Dumping lists into spreadsheets or CRMs “just in case” is how you end up with bloat and confusion.
- Check your CRM for duplicates before importing—Nimbler won’t always catch them.
- Don’t sync every field. Only map the fields you’ll actually use (company name, size, website, maybe LinkedIn URL). Ignore the rest.
Pro tip: If you’re not sure about syncing, export a small test list first. See how it lands in your CRM before doing a big import.
Step 7: Set a Calendar Reminder to Review and Update
The best targeted account list is the one you actually use—and keep up to date.
- Set a monthly or quarterly calendar reminder to review your list. Markets change, companies go out of business, your focus might shift.
- Archive or delete accounts that are no longer a fit. Don’t cling to dead leads “just in case.”
What Actually Works (and What Doesn’t)
What Works: - Starting with a clear definition of your ideal customer. - Using only 2–4 filters that move the needle. - Regularly reviewing your lists, not letting them get stale. - Keeping things simple and actionable.
What Doesn’t: - Overcomplicating your filters. - Saving dozens of lists you never use. - Syncing everything to your CRM and hoping someone else deals with the mess. - Blindly trusting “AI recommendations” or “hot accounts” without a gut check.
Pro Tips for Using Nimbler (Without the Hype)
- Ignore most “AI-powered” features. Unless they directly help you find better-fit accounts, they’re just noise.
- Don’t let integrations distract you. Get the basics right before adding bells and whistles.
- If you’re in a niche market, expect to do some manual tweaking. No tool is perfect at identifying every targeting nuance.
Keep It Simple and Iterate
Building targeted account lists in Nimbler isn’t rocket science. The hardest part is resisting the urge to overcomplicate things. Start with a clear profile, use only the filters you need, and review your list regularly. Don’t worry about perfection—just get a workable list, use it, and refine as you go.
You’ll get better results, waste less time, and—most importantly—keep your sanity.