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Most CRM’s have so much data that it’s easy for salespeople to waste time on the wrong list. It’s important to become proficient in list building if you want to dominate prospecting.

JK Blog post


These 7 list views and reports will help your pipeline explode if you prospect to them with pig-headed discipline.


1) Sold Clients: Report of every contact role associated with Closed Won Accounts/Opportunities you or your territory own.

2) Service Contacts: Report of every contact role associated with Support Cases on an Accounts/Opportunities you or your territory own.

3) Lost Opportunities: Report of every contact role associated with Closed Lost Accounts/Opportunities you or your territory own.

4) Local Prospects: Report of every Lead or Contact in your territory who should be a client (every business within 20 miles).

5) Competitor’s Customers – Build a list of your top competitors and who their best customers are. Then add a field in salesforce.com that you can sort by competitor top customers.

6) Largest Closed Lost Opportunities: Report of closed lost Opportunities with the largest Amount. Find the biggest deals in your company’s history that were closed lost and start reaching out.

7) Vendor Contacts: Build a list of every company you or your company buy from.

The author:

John Kosturos is VP of Enterprise & Channel Sales at RingLead. John is an expert in contact data quality and enrichment. He has helped customers and partners integrate data quality solutions that communicate with both Salesforce and marketing automation platforms.