If you're in B2B sales and your prospects work in specialized or obscure sectors, you already know the pain: broad databases are noisy, LinkedIn is a grind, and half the time you're chasing dead ends. This post is for anyone who's fed up with spray-and-pray prospecting and wants a practical, no-fluff guide to using Echobot to actually find the right people—especially in industries that don't show up in every generic CRM export.
Below, I'll walk you through how to use Echobot to zero in on real decision makers in niche industries, how to avoid common time-wasters, and what to watch out for. No hype, just what works.
Why “Niche” Industries Are a Headache (and Why Echobot Helps)
Most sales tools are built for the mainstream. They’re loaded with data on software companies, agencies, and big names. But if your targets are, say, specialty plastics manufacturers, obscure healthcare suppliers, or industrial food equipment companies, you're left with:
- Outdated info
- No direct contacts
- Titles that mean nothing outside their little world
Echobot stands out because it pulls from European business registries, news sources, and company websites—not just social media profiles. That means you actually get real company hierarchies, signals, and contact info, even for the less-glamorous industries.
But full transparency: Echobot is not magic. You still need a process, and you’ll still run into dead ends. The difference is, it cuts down the wild goose chases—if you know how to use it right.
Step 1: Get Crystal Clear on Your Target Profile
Before you dive in, do this. It's boring, but it saves hours later.
- Company criteria: What makes an ideal target for you? Industry codes, company size, country, certifications, etc. The more specific, the better.
- Decision maker titles: In niche fields, titles aren’t always obvious. "Operations Manager" in a plastics factory might be your buyer, not the CEO.
- Red flags: What doesn’t fit? List industries, company types, or subsidiaries you want to avoid.
Pro tip: If you’re not sure which titles to target, look at a few of your best customers. Who actually signed the contract? Start there.
Step 2: Set Up Smart Searches in Echobot
Here’s where Echobot earns its keep. The platform has a bunch of modules (Target, CONNECT, etc.), but for finding decision makers, focus on these:
2.1. Use Company Filters—Don’t Rely Just on Keywords
Set up your search with:
- Industry codes (NACE, SIC): These are more reliable than keywords. If you don’t know the codes, Echobot’s suggestions help, but double-check them.
- Company size & location: Filter out tiny businesses or ones outside your geography.
- Company type: Filter out holding companies, resellers, and branches if they’re not relevant.
What to ignore: Generic keyword searches like “automation” or “healthcare” pull in junk. Use structured filters first.
2.2. Get Granular With Decision Maker Filters
Now, filter for contacts:
- Seniority: Select “Management,” “Board,” or similar. In niche industries, C-level isn’t always the real buyer—sometimes it’s “Head of Engineering” or “Plant Manager.”
- Department: If your solution is technical, look for operations, production, or R&D. If it’s commercial, try purchasing or procurement.
- Contact quality: Echobot gives a score or “verified” badge. Stick to those if you want to avoid bounce-backs.
Pro tip: Don’t get greedy. A smaller, more accurate list is better than a giant list you’ll never use.
Step 3: Validate Contacts—Don’t Trust, Verify
Echobot’s contact data is solid, but not perfect. Here’s how to sanity-check your results:
- Double-check titles: Some companies use weird translations or local terms. Google a few contacts and see what their real responsibilities are.
- Company activity: Echobot flags recent news, new hires, or expansions. If a company hasn’t had any public activity in years, skip it.
- Website cross-check: Spend 30 seconds on the company’s website. If their “decision maker” is a generic email or the info is outdated, move on.
What doesn’t work: Blindly exporting every contact into your CRM. That’s how you end up apologizing for cold emails to the wrong people.
Step 4: Use Signals and Triggers to Prioritize
Here’s where Echobot’s data gets interesting. Instead of blasting everyone, work smarter:
- Growth signals: Filter for companies hiring, expanding, or in the news. They’re more likely to buy.
- Tech stack or certifications: If you sell to ISO-certified plants, filter for that. If they use certain machinery or software, target those.
- Recent changes: Leadership changes, M&A activity, or new product launches mean a window of opportunity.
Pro tip: Most people ignore these filters. They’re not perfect, but they help you avoid “just browsing” prospects.
Step 5: Export and Organize Without Making a Mess
You’ve got your list—now keep it clean:
- Export only what you’ll actually work: Limit to a week or month’s worth. Otherwise, lists rot fast.
- Tag by signal: Note which companies had recent activity, certifications, etc. It’ll help with follow-up.
- Don’t flood your CRM: Add only qualified leads. Otherwise, sales will hate you for clogging up the pipeline.
What to ignore: The temptation to export every single contact “just in case.” You’ll never use them, and it just creates busywork.
Step 6: Reach Out Like a Human—Not a Robot
Even with good data, you need a real message:
- Reference specifics: Mention the trigger or signal you found (“I saw you recently expanded your facility in...”). Generic intros get ignored.
- Keep it short: Decision makers in niche fields have zero patience for fluffy intros or long-winded pitches.
- Follow-up, but don’t nag: A couple of thoughtful follow-ups is fine. Don’t hound people; small industries remember.
Pro tip: If you’re getting no response, revisit your target profile or signals. Sometimes you’re barking up the wrong tree.
What Works, What Doesn’t, and What to Watch Out For
What works: - Using structured filters (industry codes, company size) over guesswork - Leveraging recent company news or changes to time your outreach - Keeping your lists focused and up to date
What doesn’t: - Relying on “CEO” or “Managing Director” for every niche industry—titles vary - Trusting all contact data blindly—always verify - Bulk exporting and spamming everyone
What to watch out for: - Outdated subsidiaries or shell companies—these clutter your results - Duplicate contacts under slightly different names - Overconfidence in “verified” badges—always double-check for your own peace of mind
Keep It Simple—Iterate As You Go
Finding decision makers in niche industries is never a one-click process, no matter what any tool promises. Echobot makes it a lot less painful, but you still have to do some homework and sanity-check your lists. Start with a tight profile, use the filters, check your results, and don’t overcomplicate things. If you’re not getting traction, tweak your criteria and keep going.
You’ll get better at this with a few cycles. Don’t get hung up on perfection—just get your first solid list, reach out, and adjust from there. That’s how the pros do it.