Places for List Building1…

There are a number of ways to build target lists. Here are 11 sources that can help you.

1. NetProspex: Good for gathering individual contact information. Most of the content is
user generated so it’s less likely to have all of the companies and contacts you’re looking
for. Most contacts also have email address.

2. Zoominfo: Larger database than Netprospex. Also good for gathering individual contact
information.

3. Hoovers: Good for pre-sales call preparation. Rich information about company history,
background and senior contacts at a wide variety of companies.

4. InsideView: Good for targeting companies based on trigger events. Allows you to set
watch lists, monitoring editorial sources and social media activity, to know what’s going
on in particular companies.

5. SalesGenie: Good for campaigns (list selection, for contact by mail or phone) to a broad
array of companies in just about every industry. Likely to have every firm, but less likely
to provide a large number of contacts at each company.

6. LinkedIn: Member names are not made available in bulk for marketing campaign
purposes. For prospecting, or other one-to-one outreach, LinkedIn is an unparalleled
source of up-to-date information on individual contacts.

7. Industry Associations: Tend to offer a broad selection of members and subscribers in

various specialties. Names are likely to be fresh and current, but not comprehensive
coverage. Associations may or may not rent lists and often restrict use (e.g. 1-time
marketing contact, no append of information to your database, limited selection criteria,
etc.).

1
Thank you to Ruth P. Stevens for providing her thoughts on several of these list building sources. For more
information, check out her annual review of the quantity and quality of B-to-B data sources at:
www.ruthstevens.com/white_papers.html.

©2011 RAIN Group | www.RainGroup.com | 600 Worcester Road, Suite 301 | Framingham, MA 01702 | (508) 405-0438 p
For more information and tools from Rainmaking Conversations, visit: www.RainGroup.com/Book
8. Demandbase: Good for building contact or marketing list. Contact info includes email,
phone, and business details.

9. Jigsaw: Good for gathering individual contacts at various firms, because the file is built
by crowd-sourced sharing of business card data. Less likely to have every company you
may want.

10. D&B: Excellent coverage of medium to large enterprise.

11. Harte-Hanks: Good for gathering contact information of IT decision makers, including
telephone and email. It provides specific information on installed technologies at target
companies.

… And Two Places to See How to Reach Them

1. Intromojo: Provides a mash of Linkedin, Google, and all the other information available
about a prospect on the web. If you know the name of the person you are targeting, this
will help you find the right way to get connected.

2. PeopleMaps: Shows you the shortest distance from you to the person you want to meet.
Takes the concept of six degrees of separation to the max.

©2011 RAIN Group | www.RainGroup.com | 600 Worcester Road, Suite 301 | Framingham, MA 01702 | (508) 405-0438 p
For more information and tools from Rainmaking Conversations, visit: www.RainGroup.com/Book