• Emily Malone

6 essential contact lists for every sales person

There are two types of people in the world; those who make lists, and those who don’t.

Here, I’m sharing the six essential contact lists which allow me to work more efficiently and to prioritise my time. If you’re looking to get your contact and lead lists organized, these are a great foundation. 

1. Top of the funnel downloads

Top of funnel – the stage of the sales process where the prospect is exploring options available to them to solve their problem.

This list is for the Outbound sales exec/Business Developer/*Insert grandiose sales title*. These are contacts that are possibly in the market for your services/products, and are worth keeping your sales eyes on. Making detailed notes on these leads as they come in will help you to determine if they’re a good fit customer for you, letting you to decide whether to give them a call, drop them an email, or throw them in the bin.


  1. Has filled out a Top-of-Funnel form to download content from your website

  2. Email address does not contain *Name of your company*

  3. The contact property ‘Lifestyle Stage’ is not ‘Evangelist’

  4. Contact has not filled out a Bottom-of-Funnel form on your website.

2. Frequent website visitors

These contacts are so high up the sales funnel they’re in the clouds. But that doesn’t mean they can’t be teased down. Using HubSpot’s prospects tool (tips found here) you can see which companies are visiting your website, and you can source the likely culprit using Linkedin.

With HubSpot you can see how many times a contact has visited your website (once they’ve clicked a link on an email to a HubSpot page once). Use this list in a workflow to trigger an internal email to yourself which will alert you once a contact has visited your website ‘X’ amount of times.


  1. Has visited your website ‘X’ amount of times.

3. Linkedin contacts

If you’re a regular Linkedin user (or ‘stalker’) you might have a rich directory of connections. Going to the this page will allow you to export your connection list to an Excel file. You can then remove the contacts whom are irrelevant to your products/services, and import the relevant contacts to your CRM as a list.


  1. Is a connection on Linkedin.

4. Evangelists

In a nutshell, an evangelist is a colleague or an employee of a partner — essentially somebody who you can’t sell your product/service to. Having these contacts in a list will allow you to filter them out of outbound activities with ease.


  1. Is a colleague or partner employee.

5. Red-hot leads

These are the leads which are going to make you hit your targets. Keep a very close eye on them in their own list. The list itself is not the useful resource here, it’s the workflow that it can be assigned to. As with the ‘Frequent website visitors’ list, set up triggered internal emails to inform you of any time a contact in this list views your website, opens an email or opens a file you’ve sent. It can all be of value in your next call to them.


  1. Your gut tells you they are ‘red-hot’ — no technicalites here.

6. Target accounts

AKA your wishlist, this is a list of decision makers at the companies which you want to sell your services to. Nevermind ‘good fit’, these companies should be ‘perfect fit’. Trust me, if you make this list and one day get to remove somebody from it — because they’re not longer a target, they’re a customer — you will cry little tears of sales joy.


  1. The Crème de la crème.

These 6 lists are at the start of everything I do. My lists are saved in our HubSpot CRM, which allows me to utilisise them in workflows surrounding our marketing activties too.