Build your target company list
Use LinkedIn Sales Navigator filters to define your ideal buyers, then let Scrupp turn that search into a clean, exportable list of companies.
Before you can sell leads, you need a list of companies that would buy them. This lesson turns "I work in the solar niche" into a concrete, exportable list of real target companies — in minutes, not days.
One Scrupp workflow replaces a 5-tool scavenger hunt.
Step 1 — Describe your ideal buyer
From Module 2 you already know your niche and ideal buyer. Translate it into search criteria:
- Industry / vertical — e.g. "Solar", "Legal services", "Home services".
- Company size / revenue — beginners target $1M–$10M: big enough to have a sales team and budget, small enough to decide fast.
- Geography — the countries you chose (US, UK, AU, CA, ZA…).
- Signals they buy leads — they run ads, have a sales team or call center, or already work with lead vendors.
Step 2 — Build the search in LinkedIn Sales Navigator
Sales Navigator is the best place to define this audience precisely. Use the Account (company) filters to match your buyer profile: industry, headcount, geography, and keywords. You'll end up with a list of company results that fit your niche.
Don't have Sales Navigator yet? You can do a rougher version with LinkedIn's free search, but the filters are weaker. Sales Navigator pays for itself fast here.
Step 3 — Turn that search into a clean list with Scrupp
Manually copying companies out of Sales Navigator is slow and error-prone. Instead, run your search and let Scrupp scrape the results into a structured list — company name, website, size, industry, LinkedIn URL — ready to work with. What used to be an afternoon of copy-paste becomes one export.
What good looks like
- 50–200 companies that genuinely match your buyer profile (quality over quantity).
- Each row has enough info to research quickly and find the right person next.
- Off-target companies filtered out before you spend time on them.
Tip: keep separate lists per niche and per country. It keeps your messaging tight and your tracking clean.
Common beginner mistakes
- Going too broad. "All marketing agencies worldwide" is not a target list. Narrow it until the messaging would feel personal.
- Chasing $0–$1M companies. They rarely have budget or process — high churn, lots of hand-holding.
- Limiting to one country. If you can serve buyers abroad, do it — they're often less saturated.
You now have a list of companies. Next: find the one person at each who actually decides on buying leads.