How to Create a Targeted Prospect List Using Clay

When it comes to finding leads, precision is key. Whether you need a broad set of criteria like company size or something highly specific, like identifying businesses with a yellow profile picture, tools like Clay can help. In this guide, we'll walk you through a step-by-step process to create a targeted list of companies using specific filters and enrichments in Clay.

Step 1: Set Your Criteria

First, decide on the criteria you want to use to filter your list. For this example, we'll focus on companies based in New York, working in software or technology, with 100 to 3,000 employees. Once you’ve defined the basics, you can build further criteria to refine the results.

Here are five attributes we’ll qualify companies by:

1. Companies hosting events.

2. More than 100 LinkedIn followers.

3. Over 10,000 website visitors per month.

4. Companies using Salesforce.

5. Companies with open sales job positions.

These attributes will help create a refined list, ensuring you're targeting companies that meet your specific needs.

Step 2: Import Your List of Companies

To get started, create a new table in Clay and select “Find companies from LinkedIn.” Filter the employee size to between 100 and 3,000, and include keywords like “software” or “tech” in the description. Once the criteria are set, click "Preview Companies," and you should see a list of companies that match.

For this demonstration, we identified 80 companies fitting our criteria.

Step 3: Enrich Your Data

Next, we’ll use Clay’s enrichments to gather more data on each company. Enrichments allow you to qualify companies based on specific data points, such as follower count, web traffic, and more.

1. LinkedIn Follower Count

We’ll check if each company has over 100 LinkedIn followers. Using Clay’s “Enrich Company” feature, we can automatically populate each company's LinkedIn data. Afterward, we use a formula to automatically check companies that have more than 100 followers.

2. Website Traffic

For website traffic, we use the Semrush integration to check if a company has over 10,000 visitors per month. By selecting “Get Traffic Analytics,” Clay will automatically pull the necessary website data and allow us to filter companies based on their web traffic.

3. Salesforce Usage

To find companies using Salesforce, we’ll add a “Tech Stack Waterfall” enrichment. This tool uses multiple integrations to search for specific technologies a company uses. By entering Salesforce into the filter, we can determine which companies are utilizing it.

4. Open Sales Job Positions

Next, we search for open sales job positions. Using job search enrichments, we filter by job titles such as “Account Executive” or “Sales,” and Clay will automatically check for these openings.

5. Event Hosting

Finally, we want to see if these companies are hosting any events, such as webinars or digital summits. Clay has a web scraper tool called Claygent that allows you to search company websites for specific information. By inputting prompts, you can direct the scraper to check for hosted events on a company’s resources or events page.

Step 4: Finalize the List

After running all enrichments, the final step is to verify which companies meet all five criteria. You can do this by creating a new column in Clay and setting up a final checkbox formula. Once the formula runs, you can quickly identify companies that meet all qualifications.

Out of 80 companies, we found three that passed every filter.

Conclusion

Building a list of companies with specific qualifications doesn’t have to be difficult or time-consuming. With tools like Clay, you can scale this process across hundreds or even thousands of companies effortlessly. This approach helps you focus on leads that are more likely to convert, saving time and boosting productivity.

If you're ready to start your own prospecting, try Clay and experience the ease of enriched data for lead generation. Happy prospecting!