How do I build a target list that is worth working instead of scraping ten thousand random companies?
The short answer
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.
Go deeper, your way
4 hand-picked resources, 2 India-specific, 4 link-checked. Pick how you want to dig in.
🎧 Podcast
✓ Link checkedIndiaFreeAdvanced
Why we picked it
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.
Why we picked it
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.
Why we picked it
The origin of the SDR role and of role specialisation in modern SaaS sales, condensed by the author himself so you do not have to buy the book to get the model. Read it for the specialisation argument even if the tactics feel dated.
Why we picked it
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.
