Introduction
Most people treat lead list building as a quick, tactical task—just a checkbox to complete before launching outbound campaigns.
At Listkit, we treat list building as infrastructure. Your lead list affects everything: your targeting, your messaging, your deliverability, and ultimately your ability to generate revenue.
If the list is off, everything else falls apart.
This training will walk you through the foundation every great campaign starts with—defining your Ideal Customer Profile (ICP)—and introduce you to the two core list-building methods inside Listkit:
The Two Ways to Build Lists in Listkit
1. B2B Search
Access to a global database of over 700 million contacts
Fully customizable filters: company size, industry, job title, location, tech stack, and more
Ideal for precise segmentation, niche targeting, and account-based outbound
2. Intent Data Search (U.S. only)
Surfaces contacts based on real-time online buying signals (e.g., page visits, keyword activity)
Updated every 24 hours
Designed to identify in-market buyers, even if they fall slightly outside your ICP
Less granular than B2B search but more time-sensitive
Best Practice:
We recommend you test both list types. Some industries respond well to intent-based outreach. Others require exact segmentation through B2B search. Start small, track outcomes, and double down on what performs.
Step 1: Define Your Ideal Customer Profile (ICP)
Before touching a single filter or running a search, you must clearly define who you want to target.
Most failed campaigns begin with a vague or overly broad ICP.
Bad Example:
"Small businesses in the U.S."
Good Example:
"11–50 employee HVAC companies in Texas, led by the business owner or general manager"
Why This Matters:
Your ICP determines how relevant your list is. The more specific your profile, the easier it becomes to personalize your message, speak to pain points, and book qualified calls.
Segment Your ICP into Niches
Avoid building massive, all-in-one lists. Instead, segment your market into smaller groups based on sub-niches. This allows you to write stronger copy, use better examples, and generate more replies.
Examples:
If you're offering email marketing for ecommerce brands:
Build one list for cosmetics brands
Another for fashion brands
Another for nutrition/supplement brands
If you're selling software to home service businesses:
Separate lists for roofers, HVAC contractors, and solar installers
If you're targeting healthcare providers:
One list for dentists
Another for chiropractors
Another for med spas
Each segment has different goals, objections, language, and buying triggers.
What Should Your ICP Include?
Attribute | Example |
Industry/Niche | HVAC, Cosmetic Ecom, SaaS, Construction |
Company Size | 2–10 employees, 11–50, 51–200 |
Location | United States, Texas, London |
Tech Stack | Shopify, HubSpot, Salesforce |
Contact Role | CEO, Founder, VP of Sales, Marketing Lead |
Buying Stage | (Intent search only) Actively researching |
Once you've clearly defined your ICP and segmented your targeting strategy, you're ready to build.
Next Steps
We offer two separate training paths depending on which Listkit search type you plan to use:
Go to B2B Search Training
Best for precise targeting and building segmented, niche-based lists
Go to Intent Data Training
Best for finding in-market buyers in the U.S. using real-time behavior data
Choose your path based on your goals, ICP, and level of targeting precision needed.