List Building (page 2)

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Employee Count

Employee Count is a core firmographic data point that indicates how many people work at a company, typically expressed as an exact number or in ranges (e.g., 51-200 employees). In B2B sales development and list-building, it’s used to segment markets, define ideal customer profiles (ICPs), prioritize accounts, and tailor SDR outreach motions to the scale, complexity, and buying process of each organization.

Custom List Building

Custom list building in B2B sales development is the process of researching and assembling a highly targeted, account- and contact-level prospect list based on your ideal customer profile (ICP), firmographic and technographic filters, buying committee roles, and real-time triggers. Instead of buying generic databases, SDR teams or partners like SalesHive curate fresh, relevant decision-maker data to fuel higher-converting outbound campaigns across email, cold calling, and social channels.

Contact Scraping

Contact scraping is the process of automatically or semi-automatically extracting B2B prospect details, such as names, job titles, emails, phone numbers, and company information, from public or licensed sources to build targeted outbound lists. In modern sales development, it underpins scalable prospecting, but must be paired with data validation, compliance controls, and ethical sourcing to avoid legal, deliverability, and reputation risks.

Contact Research

Contact research is the process of identifying, validating, and enriching direct contact-level information for decision makers and influencers inside your ideal customer profile accounts. In B2B sales development it underpins list building by ensuring SDRs have accurate names, titles, emails, phone numbers, and contextual insights to run targeted, personalized outbound campaigns at scale.

Cohort

A cohort is a group of people or things that share a common characteristic over a defined period, a concept used widely in statistics, research, and analytics. In B2B sales development, a cohort is a precisely defined group of accounts or contacts that share attributes such as industry, size, tech stack, or buying behavior, and are targeted, sequenced, and measured together. Sales teams use cohorts to structure prospect lists, run controlled experiments, and compare performance across segments.

AgriTech

AgriTech (agricultural technology) refers to the ecosystem of B2B companies providing software, hardware, data and biotech solutions to modernize farming and the food value chain. In B2B sales development, AgriTech is treated as a distinct vertical for prospecting and list-building, covering precision agriculture platforms, farm management SaaS, smart equipment, marketplaces, and service providers that sell into producers, agribusinesses and cooperatives worldwide.

Address Validation

Address validation is the process of verifying and standardizing business postal addresses in B2B prospect and customer databases by checking them against authoritative postal and geospatial data. In sales development and list building, it ensures account and contact records map to real, deliverable locations so territory assignments, routing, direct mail, and account-based outreach are driven by accurate, consistent data rather than guesswork.

Account Research

Account research in B2B sales development is the structured process of gathering and analyzing detailed information about target companies and their key stakeholders before outreach. It focuses on firmographic data, tech stack, buying committee roles, current initiatives, and trigger events so SDRs can build smarter lists, prioritize high-fit accounts, and craft highly relevant cold calls and emails that convert.

Account List

In B2B sales development, an account list is a prioritized, structured set of target companies that match your ideal customer profile (ICP) and will be the focus of outbound prospecting. Unlike generic lead lists, an account list is built using firmographic, technographic, and intent data so SDRs can run coordinated, multi-threaded outreach into the right organizations at the right time.

Vertical

A vertical is a specific industry or market segment, such as healthcare, fintech, or manufacturing, made up of companies with shared business models and needs. In B2B sales development, teams target a vertical with tailored lists, messaging, and outreach, grouping prospects by shared regulations and pain points to run highly relevant campaigns and scale outbound efficiently.

Technographics

Technographics are data points describing the technologies, software, and tools a company uses, its tech stack. In B2B sales development, technographic data powers smarter list-building and prospecting by showing which accounts run specific CRMs, marketing automation, cloud platforms, or competitors, so SDRs can target the right companies with highly relevant outbound messaging and offers.

Target Market

A target market is the specific group of customers, defined by shared traits and needs, that a business focuses its products and selling on. In B2B sales development, a target market is the slice of your total addressable market, based on firmographics, technographics, pain points, and buying behavior, that your SDR team prioritizes for outbound prospecting and uses to guide list-building, messaging, and channel strategy.

Target Buyer

A target buyer is the specific person or role a company aims to reach and influence with its sales and marketing. In B2B sales development, the target buyer is the role or set of roles within an ideal customer account that outbound efforts are designed to reach, combining firmographic criteria (industry, size, geography) with buyer-persona details (title, responsibilities, pains, and triggers) so SDRs can focus list building, messaging, and outreach on the prospects most likely to drive a qualified meeting.

Stakeholder

A stakeholder is any person or group that influences, approves, blocks, or is materially affected by a decision or project. In B2B sales development, stakeholders within a target account include decision-makers, champions, end users, technical evaluators, finance and procurement approvers, and executive sponsors that sales teams must identify, segment, and engage in multi-threaded outreach.

SMB

SMB stands for small and medium-sized business, typically organizations with fewer than roughly 1,000 employees or under $1 billion in annual revenue. In B2B sales development and list-building, SMB is a core segmentation category used to define ideal customer profiles, prioritize outreach, and tailor messaging, since SMB buying behavior, tech stacks, and budgets differ significantly from mid-market and enterprise accounts.

SIC Code

A Standard Industrial Classification (SIC) code is a four-digit industry identifier used to categorize businesses by their primary economic activity. In B2B sales development and list building, SIC codes provide a standardized way to group target accounts by industry so you can define your ideal customer profile (ICP), segment outreach, and scale prospecting across tools, markets, and SDR teams.

Serviceable Addressable Market (SAM)

Serviceable Addressable Market (SAM) is the share of a total addressable market that a company can realistically reach and sell to today, given its products, pricing, geography, and go-to-market model. In B2B sales development, SAM defines the concrete universe of companies and buying centers SDRs should prioritize for list-building, outbound prospecting, and pipeline planning.

Series B

Series B is a startup's second major round of venture funding, raised once a company has proven product-market fit and is ready to scale. In B2B sales development, Series B works as a firmographic filter for list-building: these companies typically have fresh capital, aggressive growth targets, and expanding sales and marketing teams. That makes them prime targets for outbound prospecting and higher-intent pipeline generation.

Series A

Series A is the first major institutional equity funding round a startup raises after seed, typically in the $10-20M range. In B2B sales development and list building, Series A status is used as a targeting filter to find venture-backed companies that have fresh capital, are building sales teams, and are ready to invest in growth tools and outsourced pipeline.

RegTech

RegTech (regulatory technology) is software and data tooling that helps organizations meet compliance, privacy, and reporting requirements more efficiently. In B2B sales development, RegTech helps revenue teams build and use prospect lists in full compliance, automating consent tracking, Do Not Call (DNC) screening, regional legal checks, and audit trails so outbound scales without regulatory risk.

RealTech

RealTech (real estate technology) is the category of software, platforms, and data tools that serve the real estate industry, from listings and transactions to property data and analytics. In B2B sales development, RealTech providers supply property data, ownership records, and contacts that help teams build precise prospect lists of agents, brokers, owners, and investors and personalize outreach at scale.

Private Companies

Private companies are businesses whose ownership is not traded on public stock exchanges, including most small and mid-sized firms, private-equity-backed companies, and founder-led businesses. In B2B sales development, they make up the bulk of the addressable market but are harder to research because they do not publish the detailed financial and ownership disclosures that public companies do.

Point of Contact (POC)

A point of contact (POC) is the main person responsible for handling communication, answering questions, and coordinating information for a specific account, project, or relationship. In B2B sales development, the POC is the primary individual inside a target account that your SDR or sales team engages during prospecting. The POC coordinates communication, shares internal context, and often champions your solution across the broader buying committee, making accurate identification and management of POCs a core part of effective list-building and outbound strategy.

Phone Number Validation

Phone number validation is the process of verifying that phone numbers are correctly formatted, active, and likely to connect to the intended contact before anyone dials. In B2B sales development, it combines automated checks (carrier lookups, line status, geography, time zone) with live call testing, so outbound teams spend more time speaking with decision-makers and less time hitting dead lines.