How do I build a target list that is worth working instead of scraping ten thousand random companies?
A list is a hypothesis about who has your problem badly enough to pay, so write the hypothesis down before you open any tool. Start from the accounts that already closed or engaged, find the two or three attributes they share (industry, size, tech in use, a recent trigger like a funding round or a new hire) and filter hard on those. Then tier it: a small set of dream accounts that get hand-written, researched outreach, and a larger tier that runs through sequences. Signal-based plays work well but only a fraction of your market is throwing off a signal at any moment, so you still need plain cold outreach to the rest. A tight list of five thousand beats a scrape of sixty thousand every time.
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4 resources, 2 India-specific, 4 link-checked.
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Shows the actual arithmetic of list building, cutting 66,000 companies down to 5,700 real targets, then tiering them by how much human effort each deserves. Also honest that signal-based plays alone are not enough, since most of your market shows no signal at any given moment.
This is where the SDR and AE split came from, and the summary gives you the whole model without the book. The rule that no AE prospects and no SDR closes explains why GTM org charts look the way they do.
Built from a masterclass with Mohit Garg, former CRO at MindTickle, and written for cross-border companies selling from India, including how to structure SDR and AE teams for cost efficiency. Covers qualification, MEDDIC scoring, pipeline reviews and loss reviews in one place.
The buyer's side of enterprise outbound, from a CIO who says roughly 80 percent of the startups he evaluates were found through outbound research, peers or LinkedIn. He also times each phase of his buying process, which tells you exactly how long your deal will take.
