Back in the very early days of Hannon Hill we had six customers of which two were in higher education. Now, even though it wasn’t enough to be statistically significant, these two colleges loved the product and provided great feedback (usage is oxygen for a product). Sensing an opportunity in higher education, I bought a giant book from Barnes & Noble that reviewed every college and university in the United States (over 4,000 schools). We divided the book in half and started calling people involved with managing all the public facing .edu websites. Today, hundreds of colleges and universities use Hannon Hill to manage thousands of websites and millions of web pages.
Here are five ideas for prospect list building:
- Look for lists of fast-growing companies like the Inc. 5000 or the Deloitte Fast 500
- Research tradeshow attendees and exhibitors like Dreamforce or SaaStr Annual
- Implement an email finding tool like Email Hunter
- Use crowdsourcing tools like Amazon’s Mechanical Turk to flesh out prospect fields
- With the lists, run prospecting campaigns on a sales acceleration platform like SalesLoft
Prospect list building is a critical part of the startup process. Just remember: nothing happens until something is sold.
What else? What are some more ideas for prospect list building?