Why this matters
Most small sales teams prospect from an old spreadsheet: firms that are too big or too small, some that have closed, and no idea who signs. Every wasted call is a call not made to a firm that would buy.
In this module you rebuild the list in Lusha from your ideal customer profile: industry, territory and size. You save the matching companies as a private table, then open the decision makers at one firm, without spending a credit until you are ready to reach out.
What you’ll build
A private Lusha table of accounting firms headquartered in Pennsylvania with 11 to 200 employees, named so the team can find it.
The decision makers at a firm, with role and fit score, ready to reveal only when you will contact them.
What you need
- Nothing to start the practiceThe practice is built from real Lusha screens with every company and person blurred, and touches no account.
- A Lusha account, to do it for realLusha has a free plan with a small number of credits; check lusha.com for current plans.
- Your ideal customer profileThree to five traits your best customers share: industry, location, size and anything else you can filter on.
Concepts
2 ideas you’ll use in the practice.
Filters are your ideal customer profile
Each company filter narrows the list: Industry (Accounting & Services), Company location with HQ location only (so national firms' branches drop out), Company size (11-50 and 51-200). The count at the top shows the effect of every filter.
Save the result as a table so the whole team works from the same list instead of private spreadsheets.
Browse freely, reveal on purpose
In our run, searching companies, saving them to a table and listing decision makers used no credits (the counter stayed at 40). Revealing a person's email or phone with Show details uses credits.
Each revealed contact is a real person. Reveal only the people you will contact soon, keep the table private, and follow the email and privacy rules that apply to you.
Practice
Do every step yourself in a practice copy of the real tool. It checks your work, and “Do it for me” finishes any step you get stuck on.
Do it for real
Now repeat it in your own account. Tick each step as you go.
Quick check
3 questions to check you’ve got it.
1. Why tick "HQ location only" for a regional list?
- So branch offices of national firms drop out
- To reveal phone numbers
- To make the table public
Show the answer
So branch offices of national firms drop out. Without it, every national firm with an office in the state appears in your list.
2. Which action used credits in this workflow?
- Show details (revealing a contact)
- Adding a filter
- Saving companies to a table
Show the answer
Show details (revealing a contact). Browsing and saving companies did not change the credit counter; revealing contacts does.
3. Who should you reveal?
- Only the people you will contact soon
- Everyone in the table
- Nobody, ever
Show the answer
Only the people you will contact soon. Credits are a budget and each contact is a real person whose data you then hold.