Building targeted lists in ZoomInfo is one of the most important GTM Operations skills. The quality of your prospect lists determines the quality of your outreach results. ZoomInfo’s advanced filtering capabilities make it possible to build highly specific lists that match your ideal customer profile with precision.
Starting with Account Level Targeting
The most effective approach to list building in ZoomInfo starts at the account level. Define the companies you want to target before identifying the specific contacts within them. Use ZoomInfo’s company filters to build your target account list based on industry, company size, revenue, geography, and technology stack. This account first approach ensures you are targeting the right organizations before investing time in finding the right people.
Adding Contact Level Filters
Once your target account list is defined, add contact level filters to identify the right people within those accounts. Filter by job title, department, seniority level, and tenure. ZoomInfo’s contact data includes details about career history and tenure that allow you to target specific types of decision makers such as recently hired executives who are more likely to make changes and bring in new vendors.
Using Intent Data to Prioritize
ZoomInfo’s intent data is one of its most powerful list building features. Intent signals identify companies that are actively researching topics related to your solution right now. Adding intent filters to your list building process allows you to prioritize prospects who are already in a buying mindset, which significantly improves your outreach conversion rates.
Maintaining List Quality
Export your lists from ZoomInfo and import them into your CRM like HubSpot or enrich them further using Clay before adding them to your outreach campaigns. Review your list quality regularly and remove contacts that have bounced or gone unresponsive. High quality lists maintained over time outperform large static lists that are never updated.
