Step 2: Building Your List Of Targets There are books and online resources about how to build marketing lists; that topic is beyond the scope of this book. This section will, however, point you in the right direction if you’re unsure where to begin. Different sources of leads and contacts are appropriate for different businesses. Targeting Fortune 5000? Try out OneSource. Targeting small business? Avoid OneSource and go for InfoUSA (as one example). Jigsaw (now owned by Salesforce.com) is perhaps the best general-purpose source of contacts with email addresses. For individual sales reps or marketing directors selling to businesses larger than a couple hundred employees, we recommend using the popular services, most of which also integrate into Salesforce.com and perhaps other sales applications: Jigsaw (now owned by Salesforce.com) OneSource Hoovers InsideView ZoomInfo DataSalad (which is unique in that it has databases of companies that use certain applications, as I describe in the next section). ZoomInfo vs. Jigsaw At the time of this printing, my partner Marylou Tyler, the CEO of PredictableRevenue.com, had just completed a preliminary test of the quality of data between Jigsaw and ZoomInfo. In short, she was surprisingly impressed that ZoomInfo had much higher quality of data, with 1) a much lower bounce rate and 2) higher response rate from prospects. I'll leave the numbers out because it was a single first test, but check back on PredictableRevenue.com for a final conclusion.