The company is on the list. So is the person who decides.
SilverGrow builds an account list from your target definition, enriches every account and finds the person who makes the decision at each company. The list isn’t bought in; it’s drawn around the market you actually sell to.
A list is only as good as its definition.
The definition is four lines long. The SilverOps team writes them with you.
- Sector
- The sector and sub-sector you sell to, or want to sell to.
- Example: packaged food production
- Size
- The size of company you’re after.
- Example: 50 to 500 employees
- Region
- The provinces or regions you want to reach.
- Example: Marmara, Central Anatolia
- Exclusions
- Companies that shouldn’t be on the list.
- Example: your current customers
The sharper the definition, the more accurate the list.
Change the definition, watch the map.
Example. Change the definition and the accounts on the map change with it.
| Account | Region | Staff |
|---|---|---|
| Biscuit maker | Konya | 180 |
| Dairy producer | Balıkesir | 320 |
| Pasta maker | Eskişehir | 140 |
| Account | Region | Staff |
|---|---|---|
| Skincare maker | Istanbul | 120 |
| Haircare maker | Tekirdağ | 60 |
| Fragrance filling plant | Kocaeli | 45 |
| Account | Region | Staff |
|---|---|---|
| Detergent maker | Konya | 210 |
| Soap maker | Kayseri | 140 |
| Surface-cleaner maker | Samsun | 85 |
A company name isn’t an account.
Every row that makes the list is enriched: the company’s sector, size and region, and the role that makes the decision, all on the same line.
Before
Packaged-food producer
After
- Sector: Dairy
- Size: 320 staff
- Region: Balıkesir
- Decision maker: Supply chain manager
The decision maker’s title changes from company to company.
Two companies buying the same product may not have the same person signing it off. Who decides depends on the size of the company and what’s being bought, so the decision maker is looked for at each account separately.
In the example run on the How it works page, the decision maker was one of:
- Procurement manager
- Supply chain manager
- Operations director
- Production manager
- General manager
The message starts with the company.
Instead of sending one message to a broad audience, you first decide which companies you want to work with. The list is that decision.
Each account is handled on its own: what the company makes, who decides, why it’s worth writing to them now. The message comes out of those answers.
The approach has a name: account-based marketing. Our guide walks through how it’s set up.
Questions about the list.
How do you build a list of potential customers?
It starts with the target definition: sector, size, region and the companies to leave out. SilverGrow lists the companies that fit, enriches every account and looks for the decision maker. Each account then shows on the panel with its stage.
How do you reach the decision maker?
The account comes first, then the role that makes the decision there. The follow-up sequence goes to that person, with messages written around the company’s sector and size and the person’s role. When a reply comes in, the conversation moves to your sales team.