Step 1: Select the right accounts
Start from your best customers and look for patterns in industry, size, region and technology. Score potential accounts on fit, then on timing signals such as hiring, funding or website visits.
Step 2: Map the buying committee
B2B purchases involve several people. For each account, identify the economic buyer, the main users, technical evaluators and any procurement or legal approvers.
Step 3: Get verified contacts for each role
Aim for several verified contacts per account across the committee, with direct dials where possible. Single-threaded deals stall when that one person is busy or leaves.
Step 4: Tier your accounts
- Tier 1: a small number of strategic accounts with fully personalised campaigns.
- Tier 2: clusters of similar accounts with industry-level personalisation.
- Tier 3: a broader programme with lighter personalisation.
Step 5: Keep the data fresh
People change roles often. Re-verify contacts before each campaign wave and add new stakeholders as they appear. See CRM data decay.
Frequently asked questions
How many contacts per account do I need?
It depends on your deal size and buying committee. Many teams aim for several contacts across different roles in each target account.
Can you build contacts for a named account list?
Yes. Send your target accounts and the roles you need, and we will source and verify the contacts.