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Get access to our community's favorite templates. Clay gives your prospecting superpowers! 🧙

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Get access to our community's favorite templates. Clay gives your prospecting superpowers! 🧙

Up next!

Updates on feature releases, product improvements, and our roadmap as we keep molding Clay.

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How To Create Your Own Sales Prospect List in Minutes
02.10.2023

How To Create Your Own Sales Prospect List in Minutes

Clay Team
7
 min.

Sales prospecting efforts can be a time-consuming and challenging task for any business. Finding the right prospects and gathering the necessary information to approach them can often feel like searching for a needle in a haystack. You may spend hours scouring various sources such as LinkedIn, Twitter, and company websites, only to come up with a fragmented and incomplete picture of your potential customers. The process of aggregating this information and organizing it into a usable format can take even more time and effort. However, what if we told you that you could create a sales prospecting list in just a few minutes? With Clay, an in-depth  sales prospecting tool, you can quickly and easily import prospects from multiple sources and enrich them with valuable information. You can also export this data to your preferred platform such as a CRM, saving you time and allowing you to focus on what you do best - closing deals!


Finding Potential Sales Candidates

One of the hardest parts of finding sales candidates is finding a source of potential sales leads to qualify. Of course, there are platforms such as Crunchbase and ZoomInfo with company data for you to peruse through, but this process is tedious and time-consuming.

With Clay, this process can be squished down into a few-minute ordeal. Instead of having to manually find each prospect and copy their info into a spreadsheet, Clay scrapes multiple web sources to find the prospects that meet your parameters, which then populate into a spreadsheet. Here are some videos on how to do it, but if you don’t feel like watching, here’s a step-by-step below:

  1. Create a Clay account
  2. One signed up, click “New Table” and then find the source that you’d like to pull from. Clay can scrape LinkedIn, Twitter, Github, Google, Google Maps, and more!
  3. Once you’ve selected a source, input the parameters that you’d like to apply to your search, This can vary depending on your source, but some common examples are company name, company size, location, a person’s position in a company, or the industry in which a prospect operates.
  4. From there, you can select how many results you’d like to show. Many searches from a source generate thousands of results, so it’s important to be both concise and to limit how many results you’d like to appear on your table.
  5. After that, run the operation and prospects will magically populate your table!


Qualifying Your Sales Leads

Once you’ve found some potential sales leads, it’s important to make sure they’re really the person or company that you’re looking for.  The sales prospecting process really begins here, because you begin to hone in on the customers that will eventually convert. Here’s how to properly qualify your sales leads:

  1. Define Your Ideal Customer Profile (ICP)

Making sure a sales prospect fits your ideal customer profile (ICP) is imperative to successful outbound outreach. Having a buyer persona in mind can immediately make this process easier. You may not even know what your ICP is yet- this is often the case with companies just beginning to find customers and generate revenue.

A good ICP contains three different aspects - demographic, geographic, and psychographic attributes. These three things define the entire process of finding new prospects. If you don’t have previous customer data to analyze, then it’s important to do research about your industry to define a broader, beginner ICP that you can later refine. People in your ICP have pain points that you, as a company that provides value, can alleviate.

  1. Use Clay to find information about the people on your sales prospect list

Once you’ve defined your ICP, it’s now time to figure out whether the people and companies on your prospect list matches your ideal customer profile. However, a problem can arise if you can’t find information about the prospects you’re hoping to sell to. Clay solves this too with our 50+ enrichments. Here’s how to use it:

  • Go to your sales prospect list, click the “+” sign next to your last column, and select “enrich data.”
  • You’ll notice that Clay has enrichments available from 40+ providers. Because of how many options we have, it’s important to figure out what data you’d like to find before going to enrich. For example, if you’d like to find your customer’s company information, there are several enrichments where you can find company size, funding information, and more. It’s best to know what platform or data provider would be best fit for this as well.
  • Once you’ve selected a provider, a tab will pop up with a place for you to input your parameters for the enrichment. For example, our “Enrich Company” LinkedIn enrichment asks for a profile link. You can also input any conditional formatting if you have a specific parameter you’d like the search to match.
  • After inputting your parameters, just click “Run”!
  • If you click on any result run by the integration, you can see more data that the enrichment has found. You can map any significant data out to your table.

From there, you can sort through your data using Clay’s advanced filters to determine which of your prospects to send to your sales team. Boom, you have some qualified leads!

Find your Prospects’ Contact Information

So, you’ve found new leads. Great! However, you need to figure out how to contact them. Whether you’re planning on cold calling them using sales reps, contacting their social media profile, or sending them an email, it’s important to find the right people to contact, using the right methods.

This stage of the sales process can be one of the more difficult ones, especially without the right tools. Without existing customers or referrals, you need to find methods of cold outreach so you can start building some kind of customer relationship. Fortunately, Clay can do this too.

Clay can help find work emails, personal emails, phone numbers, and social media accounts of key decision makers using some of our dozens of integrations. We help expedite the sales process by moving you further down the sales funnel via actionable contact info. Here’s how to do it:

  • Figure out which method of contact is best for your industry. For some companies, a phone call may be the best form of outreach; for others, it could be creating some email templates for a cold email campaign. For a new business, it’s important to make this determination early in the sales process so you don’t miss out on any conversions. A way to figure this out is finding what sales tools companies use. You can figure out whether a company is using tools like Salesforce using our BuiltWith integration.
  • Find decision makers. You may have already done this in the early stages of our process, but if not, you can use company enrichments to find the head honcho of your prospect’s company. Most potential buyers are going to be decision makers, so you want to get them in front of your salespeople. A sales pitch doesn’t do much if the person you’re pitching to can’t convert themselves.
  • Use Clay to find desired contact information. We have several integrations that allow you to find pretty much any means of contact you’d like, from our in-house “Find Work Email” integration to finding a person’s social media accounts, at scale. The steps to using these integrations are the same as they were for qualifying leads.


Just like that, you’ve got a list with qualified sales leads and their contact information, all in one place! Lead generation has been taken care of, and you can focus on other aspects of your business. Clay’s sales automation in your b2b sales pipeline can save you time and increase conversion rate.

If you need help on other sales prospecting techniques or other parts of the sales cycle, check out our other blog posts on how to get prospects pouring through the floodgates.

For pricing or any other questions, feel free to contact us here!


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Mar 2023

How IntroCRM cut its prospecting data budget by 65% and built better lead lists lists with Clay

My company, IntroCRM, is a fractional sales agency that helps small sales teams excel with email deliverability, list building, and messaging. Clay is a critical part of how we help our customers generate, qualify, and book time with leads. In this blog post, I’m going to describe our life before Clay, why and how we use it today, and show you an example of a creative prospecting campaign that we ran for a client.

Mar 2023

Automate 6 cold email campaigns in a single Clay workflow

Clay Team

In this post, we’ll go over how we automated six different outbound cold email campaigns using a single Clay table. Follow along step-by-step in our video.

In this campaign, we were selling sales engagement tools to marketing leaders in American B2B companies with under 100 employees. At a high level, we started with just a broad list of prospects’ names and emails from Apollo. From there, we used Clay to sort prospects into the following buckets: management consulting, recruiting, or financial services.

Mar 2023

Troubleshooting outbound sales and prospecting: a comprehensive guide

Stefan Kollenberg

Nailing your outbound sales and prospecting process can help you generate leads, acquire customers, and drive revenue growth. In this guide, we’ll share a step-by-step approach to troubleshooting each stage of your outbound sales campaign—whether you’re a new sales professional or a seasoned team leader.

We’ll cover how to check early campaigns, identify quality prospects, analyze insights from metrics, double down on well-performing sequences, and more, with detailed examples from our own experiences. You can use the table of contents to easily navigate to the areas that are most relevant to you.

Feb 2023

B2B Sales Prospecting: 15 Strategies to Drive More Conversions

Clay Team

When it comes to B2B sales, one of the biggest challenges is identifying potential customers and transforming them into qualified leads. However, by utilizing effective sales prospecting methods and tools, you can achieve more conversions and grow your business. In this ultimate guide to B2B sales prospecting, we'll delve into the most effective techniques, tools, and strategies to help you generate more quality leads, build a strong sales pipeline, and close more deals.

Feb 2023

How To Create Your Own Sales Prospect List in Minutes

Clay Team

Sales prospecting efforts can be a time-consuming and challenging task for any business. Finding the right prospects and gathering the necessary information to approach them can often feel like searching for a needle in a haystack. You may spend hours scouring various sources such as LinkedIn, Twitter, and company websites, only to come up with a fragmented and incomplete picture of your potential customers. The process of aggregating this information and organizing it into a usable format can take even more time and effort. However, what if we told you that you could create a sales prospecting list in just a few minutes? With Clay, an in-depth  sales prospecting tool, you can quickly and easily import prospects from multiple sources and enrich them with valuable information. You can also export this data to your preferred platform such as a CRM, saving you time and allowing you to focus on what you do best - closing deals!

Feb 2023

How To Get More Customers By Using Outbound Sales - A Complete Guide

Clay Team

In today's fast-paced and highly competitive business landscape, it's more important than ever to have a solid sales strategy in place. While inbound sales and social media marketing can be effective in attracting potential customers, outbound sales is still a crucial component of any successful sales plan. Outbound sales refers to the process of actively reaching out to potential customers through methods such as cold calling, email marketing, and cold outreach. In this blog post, we'll explore the benefits of outbound sales, the types of businesses that can benefit from it, and how to execute a successful outbound sales strategy.

Feb 2023

Cold Email Copywriting Frameworks for Private Equity Firms in 2023

Clay Team

Private equity firms often seek out new investment opportunities and are always on the lookout for promising startups. In this blog post, our expert Eric Nowoslawski provides his tips and frameworks for launching successful lead generation strategies using cold email campaigns to target potential customers and qualified leads. The topics covered in this post include: the critical importance of the subject line, personalizing your cold email approach, focusing on getting a response instead of a sale, including a compelling call-to-action (CTA), emphasizing what your firm enables, keeping your emails short and sweet, limiting follow-up emails, defining your investment offer and marketing strategy, and utilizing cold email templates.

Feb 2023

Cold Email Copywriting Frameworks for VC Firms in 2023

Clay Team

Lead generation is a crucial aspect of sales and marketing for venture capital firms. In this blog post, our expert Eric Nowoslawski shares his tips and frameworks for lead generation through cold emails. By following his strategies, you can secure new investment opportunities, generate high-quality leads, and reach your target audience effectively. This post covers topics such as the importance of personalization in cold emails, the role of a clear call-to-action (CTA), defining your value proposition and marketing angle, and tips for crafting an effective cold email sequence.

Feb 2023

Cold Email Copywriting Frameworks for Recruiting Agencies in 2023

Clay Team

As a recruiter, having a well-rounded lead generation strategy is essential for reaching potential job candidates and securing new clients. In this post, we will go into detail about the key elements that can help optimize your lead generation and increase the chances of making a sale. The topics covered will include lead generation through cold email outreach, leveraging social media, the importance of having a sales team, creating landing pages, lead scoring, lead generation tools, and much more.

Feb 2023

Cold Email Copywriting Frameworks for Marketing Agencies in 2023

Clay Team

Cold emails are a crucial component of lead generation for marketing agencies looking to expand their customer base and drive sales growth. In this post, we will highlight the key elements of a successful cold email marketing strategy, including optimizing subject lines, utilizing personalized email templates, and measuring metrics for lead generation optimization.

Feb 2023

Cold Email Copywriting Frameworks for SAAS Companies in 2023

Clay Team

Cold emails are a crucial aspect of a successful b2b sales and lead generation strategy for SAAS Companies. In this blog post, our expert Eric Nowoslawski shares his tips and techniques for crafting personalized and effective cold emails that can generate new customers through a cold email outreach. Key topics discussed include optimizing cold email subject lines for better open rates, crafting compelling email body and email signature, tracking metrics, and identifying pain points to drive lead conversion.

Feb 2023

11 AI Prompts to Automate Your Prospecting Research

Eric Nowoslawski

Open AI has taken the world by storm with their generative image and text capabilities. The use cases in Sales and Marketing seems almost infinite. From coming up with ideas, writing customer facing copywriting, and automating customer support, every business can leverage AI in some way to boost their productivity.

The ‘job to be done’ for us is to prompt AI correctly to give better answers than what a person could write on their own.

I like to say, “Open AI is wildly powerful but it’s like a five year old at a bowling alley. On their own, the odds of getting a strike are zero. With bumpers, bowling ball ramp and some heavy direction, they can get a strike every time.”

When creating your own prompts, remember to be specific and feed as many details and examples into the data as you can.

Feb 2023

A 7 Step How-To Guide: Successful Outbound Sales Campaigns

With love from the Clay team

Why should you do outbound sales?

You need to prove/disprove your hypothesis about the market.

Outbound sales is beneficial if you have hypotheses but need more certainty about who must have your product and why. It enables you to quickly create, test, and validate these hypotheses with real potential customers.

You get more control than you would with marketing.

Marketing allows you to get content in front of groups of people, but you have far less control over the exact people who will see it. In contrast, outbound sales allows you to pick the specific people that you want to target. This level of control removes the uncertainty of "did the people I want to test this with actually see my message?"

Feb 2023

Cold Email Copywriting Frameworks and Best Practices for 2023

Eric Nowoslawski

Cold emails are one of your most powerful tools for landing new customers, but a few factors can determine whether your messages get trashed or earn replies. In this blog post, we take a look at cold email copywriting tips and frameworks from our resident expert Eric Nowoslawski, who has helped companies with cold email and outbound marketing. We'll cover what to keep in mind before you start an email sequence, how to write your offer and marketing angles, a framework for an effective initial cold email, and how to structure a complete cold email sequence.

Feb 2023

21 Tips for Keeping Cold Emails Out Of Spam in 2023

Eric Nowoslawski

Mastering the art of sending relevant and effective cold emails is crucial for any sales team that wants to convert new customers. The email deliverability landscape, however, can be overwhelming, with hundreds of strategies to consider amidst a constantly changing set of rules and red flags. In this post, we'll share our 21 best tips to help you land cold emails in prospects’ inboxes and acquire customers in 2023. Our guide includes mastering the basics, like setting up essential authentications, cleaning lists, and following sending limits, as well as creative techniques like how to use personalizations and spin taxes. No matter what the tip is, our overall philosophy is simple: whatever spammers do, try to do the opposite. 

Feb 2023

How to Use OpenAI To Write the Perfect Cold Email from Scratch

Eric Nowoslawski

Effective cold emails are critical for any business, but they’ve been extremely time-consuming to write—until now. Instead of spending hours reading LinkedIn bios and company websites, you can use OpenAI with Clay to quickly mass personalize your email outreach with the click of a few buttons. In this post, we’ll show you how to use OpenAI to write personalized outreach emails from scratch based on someone’s LinkedIn bio, company description, and more.

Jan 2023

How to Use Formulas in Clay

Eric Nowoslawski

When building a Clay table, the sources, integrations, and CRM plugins can accomplish the goals of most users. Sometimes, there is a need for some data merging, splitting, or otherwise clean up that is needed in your table. This is where you can use Formulas to accomplish your goals!

In this blog, we are going to first go over how to think about formulas using the AI formula generator and then we will go over common formulas that you can write yourself in your Clay table.

Jan 2023

Optimize your Credit Usage in Clay

Eric Nowoslawski

Clay is a spreadsheet that fills itself with data from many data providers across the internet. We partner with data providers on your behalf to bring lots of different data sources — like job listings, tech stacks, news and more — into your workflows.

In this blog, we will go over a couple of functions in Clay that can will help you optimize your credit usage in Clay. There are many ways to optimize credit usage in Clay that the team has built into the product that we will go over in this blog. We will cover formulas that optimize your workflows and some features that are often overlooked that can help keep your credit usage down.

Here are 3 ways to optimize your Clay credit usage

Nov 2022

Basics of Google search operators

Eric Nowoslawski

Getting started with Google's Search Operator to creatively find new leads

Sep 2022

Lead scoring in Clay

Varun Anand

Welcome to the second post in our series on how to use formulas in Clay!  We’re going to walk you through prioritizing your lead list using scoring formulas in Clay 🌶️

Aug 2022

Formulas in Clay: conditional statements, waterfalling data and qualifying leads

Varun Anand

Ever wanted to learn formulas in Clay but didn't know where to start? Join the club. Just kidding. Read this and you'll be well on your way to mastering the basics of formulas.

Jun 2022

How to prioritize your waitlist

Matt Maiale

If you’re an early stage startup, you’ve probably built a waitlist (or are considering one). And for most startups, it makes a lot of sense.

Nov 2021

🧙‍♀️ The many lives of spreadsheets

With love from the Clay team

Ever wondered how many people use spreadsheets? Some estimates say around 800 million people use Microsoft Excel, and another 160–180 million use Google Sheets. Not bad for a tool that started as a basic visual calculator.

Mar 2023
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Mar 2023

Merge Column

Clay Team
Mar 2023
Mar 2023

GPT-4

Clay Team
Mar 2023

Scrape Website

Clay Team
Mar 2023
Feb 2023
Feb 2023

Find A User's Recent LinkedIn Posts

Clay Team

We hope you're having a wonderful Valentine's Day! On a day filled with love and joy, we thought we'd give you something close to our hearts- new Clay features 💝

Get ready to fall in love 👇

Jan 2023

Get Mobile Phone Number

What's new at Clay

Hey friend,

New Year, new features! 🎊 We've been working hard on building out new integrations to give your teams superpowers for 2023.

We're also super pumped to announce that we've been selected as a finalist for the Golden Kitty Awards! We would love your help by upvoting us here.

Now for the good stuff!! 👇

Aug 2022

Using Google As A Source

Matt Maiale

As you're getting ready for your wonderful Labor Day Weekend break, we're pumped to share some exciting updates to our sources and integrations within Clay 🧚

Aug 2022

Salesforce Integration

Matt Maiale

We hope you're staying cool with your Birkenstocks, bucket hats, and wonderful office AC. We're so pumped to share some new features and updates from Clay.

Dec 2021

Closing out the year with Clay

With love from the Clay team

As we wish this year farewell, we're excited to share some of the bells, whistles, and magic the Clay team is building for you. We're forever in awe of each of you, and can't to see all you'll build in the new year 🎊

Nov 2021

New features, documentation series, and sneak peeks of Clay!

With love from the Clay team

As we get closer to releasing Clay to a larger community, we're excited to share some new features and improvements with you 🤩. With some big features right around the corner, this month we're focused on making all of your interactions in Clay, big and small, absolutely delightful. Check out some of our recent updates:

Oct 2021

Life is getting easier with Clay

With love from the Clay team

We have a couple of new features up our sleeve, but before sharing those with you we are laser focused on making your time in Clay a little more magical - from duplicating tables, to smoother keyboard interactions, record counts and more.

Sep 2021

HTTP API

Matt Maiale

In Clay 2.0, you can now source leads directly from Linkedin within the table. Our 'Clay Find People' source takes queries such as location, title, company, experience, skills, and more to search LinkedIn and add matches to your table.

Sep 2021

Introducing Clay's New Interface

With love from the Clay team

While we'll be migrating all of our users over the fall, we're jazzed to be currently onboarding teams that have ✨ a waitlist to enrich and prioritize✨. This use case is ideal for those with a product in beta, whose signups are feeling unruly (don't be shy if that's you - that was us, too).

Jul 2021

Join our Clay 2.0 beta

With love from the Clay team

We are looking for users interested in testing our revamped UI! We've been teasing our revamped UI and are excited to get you in as soon as humanly possible 🏃.

This month we're prioritizing waitlists in the new UI. You would be a great fit for our beta if you need to better understand people and prioritize sign ups. Shoot us over a note if this sounds like you!

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Mar 2023

How IntroCRM cut its prospecting data budget by 65% and built better lead lists lists with Clay

My company, IntroCRM, is a fractional sales agency that helps small sales teams excel with email deliverability, list building, and messaging. Clay is a critical part of how we help our customers generate, qualify, and book time with leads. In this blog post, I’m going to describe our life before Clay, why and how we use it today, and show you an example of a creative prospecting campaign that we ran for a client.

Mar 2023

Automate 6 cold email campaigns in a single Clay workflow

Clay Team

In this post, we’ll go over how we automated six different outbound cold email campaigns using a single Clay table. Follow along step-by-step in our video.

In this campaign, we were selling sales engagement tools to marketing leaders in American B2B companies with under 100 employees. At a high level, we started with just a broad list of prospects’ names and emails from Apollo. From there, we used Clay to sort prospects into the following buckets: management consulting, recruiting, or financial services.

Mar 2023

Troubleshooting outbound sales and prospecting: a comprehensive guide

Stefan Kollenberg

Nailing your outbound sales and prospecting process can help you generate leads, acquire customers, and drive revenue growth. In this guide, we’ll share a step-by-step approach to troubleshooting each stage of your outbound sales campaign—whether you’re a new sales professional or a seasoned team leader.

We’ll cover how to check early campaigns, identify quality prospects, analyze insights from metrics, double down on well-performing sequences, and more, with detailed examples from our own experiences. You can use the table of contents to easily navigate to the areas that are most relevant to you.

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Mar 2023
Mar 2023
Mar 2023

Merge Column

Clay Team

Blog

Get access to our community's favorite templates. Clay gives your prospecting superpowers! 🧙

Blog

Get access to our community's favorite templates. Clay gives your prospecting superpowers! 🧙

Up next!

Updates on feature releases, product improvements, and our roadmap as we keep molding Clay.

← Back to all posts
February 10, 2023
How To Create Your Own Sales Prospect List in Minutes
02.10.2023

How To Create Your Own Sales Prospect List in Minutes

Clay Team

Sales prospecting efforts can be a time-consuming and challenging task for any business. Finding the right prospects and gathering the necessary information to approach them can often feel like searching for a needle in a haystack. You may spend hours scouring various sources such as LinkedIn, Twitter, and company websites, only to come up with a fragmented and incomplete picture of your potential customers. The process of aggregating this information and organizing it into a usable format can take even more time and effort. However, what if we told you that you could create a sales prospecting list in just a few minutes? With Clay, an in-depth  sales prospecting tool, you can quickly and easily import prospects from multiple sources and enrich them with valuable information. You can also export this data to your preferred platform such as a CRM, saving you time and allowing you to focus on what you do best - closing deals!


Finding Potential Sales Candidates

One of the hardest parts of finding sales candidates is finding a source of potential sales leads to qualify. Of course, there are platforms such as Crunchbase and ZoomInfo with company data for you to peruse through, but this process is tedious and time-consuming.

With Clay, this process can be squished down into a few-minute ordeal. Instead of having to manually find each prospect and copy their info into a spreadsheet, Clay scrapes multiple web sources to find the prospects that meet your parameters, which then populate into a spreadsheet. Here are some videos on how to do it, but if you don’t feel like watching, here’s a step-by-step below:

  1. Create a Clay account
  2. One signed up, click “New Table” and then find the source that you’d like to pull from. Clay can scrape LinkedIn, Twitter, Github, Google, Google Maps, and more!
  3. Once you’ve selected a source, input the parameters that you’d like to apply to your search, This can vary depending on your source, but some common examples are company name, company size, location, a person’s position in a company, or the industry in which a prospect operates.
  4. From there, you can select how many results you’d like to show. Many searches from a source generate thousands of results, so it’s important to be both concise and to limit how many results you’d like to appear on your table.
  5. After that, run the operation and prospects will magically populate your table!


Qualifying Your Sales Leads

Once you’ve found some potential sales leads, it’s important to make sure they’re really the person or company that you’re looking for.  The sales prospecting process really begins here, because you begin to hone in on the customers that will eventually convert. Here’s how to properly qualify your sales leads:

  1. Define Your Ideal Customer Profile (ICP)

Making sure a sales prospect fits your ideal customer profile (ICP) is imperative to successful outbound outreach. Having a buyer persona in mind can immediately make this process easier. You may not even know what your ICP is yet- this is often the case with companies just beginning to find customers and generate revenue.

A good ICP contains three different aspects - demographic, geographic, and psychographic attributes. These three things define the entire process of finding new prospects. If you don’t have previous customer data to analyze, then it’s important to do research about your industry to define a broader, beginner ICP that you can later refine. People in your ICP have pain points that you, as a company that provides value, can alleviate.

  1. Use Clay to find information about the people on your sales prospect list

Once you’ve defined your ICP, it’s now time to figure out whether the people and companies on your prospect list matches your ideal customer profile. However, a problem can arise if you can’t find information about the prospects you’re hoping to sell to. Clay solves this too with our 50+ enrichments. Here’s how to use it:

  • Go to your sales prospect list, click the “+” sign next to your last column, and select “enrich data.”
  • You’ll notice that Clay has enrichments available from 40+ providers. Because of how many options we have, it’s important to figure out what data you’d like to find before going to enrich. For example, if you’d like to find your customer’s company information, there are several enrichments where you can find company size, funding information, and more. It’s best to know what platform or data provider would be best fit for this as well.
  • Once you’ve selected a provider, a tab will pop up with a place for you to input your parameters for the enrichment. For example, our “Enrich Company” LinkedIn enrichment asks for a profile link. You can also input any conditional formatting if you have a specific parameter you’d like the search to match.
  • After inputting your parameters, just click “Run”!
  • If you click on any result run by the integration, you can see more data that the enrichment has found. You can map any significant data out to your table.

From there, you can sort through your data using Clay’s advanced filters to determine which of your prospects to send to your sales team. Boom, you have some qualified leads!

Find your Prospects’ Contact Information

So, you’ve found new leads. Great! However, you need to figure out how to contact them. Whether you’re planning on cold calling them using sales reps, contacting their social media profile, or sending them an email, it’s important to find the right people to contact, using the right methods.

This stage of the sales process can be one of the more difficult ones, especially without the right tools. Without existing customers or referrals, you need to find methods of cold outreach so you can start building some kind of customer relationship. Fortunately, Clay can do this too.

Clay can help find work emails, personal emails, phone numbers, and social media accounts of key decision makers using some of our dozens of integrations. We help expedite the sales process by moving you further down the sales funnel via actionable contact info. Here’s how to do it:

  • Figure out which method of contact is best for your industry. For some companies, a phone call may be the best form of outreach; for others, it could be creating some email templates for a cold email campaign. For a new business, it’s important to make this determination early in the sales process so you don’t miss out on any conversions. A way to figure this out is finding what sales tools companies use. You can figure out whether a company is using tools like Salesforce using our BuiltWith integration.
  • Find decision makers. You may have already done this in the early stages of our process, but if not, you can use company enrichments to find the head honcho of your prospect’s company. Most potential buyers are going to be decision makers, so you want to get them in front of your salespeople. A sales pitch doesn’t do much if the person you’re pitching to can’t convert themselves.
  • Use Clay to find desired contact information. We have several integrations that allow you to find pretty much any means of contact you’d like, from our in-house “Find Work Email” integration to finding a person’s social media accounts, at scale. The steps to using these integrations are the same as they were for qualifying leads.


Just like that, you’ve got a list with qualified sales leads and their contact information, all in one place! Lead generation has been taken care of, and you can focus on other aspects of your business. Clay’s sales automation in your b2b sales pipeline can save you time and increase conversion rate.

If you need help on other sales prospecting techniques or other parts of the sales cycle, check out our other blog posts on how to get prospects pouring through the floodgates.

For pricing or any other questions, feel free to contact us here!


Showing
0
Items
Mar 2023

How IntroCRM cut its prospecting data budget by 65% and built better lead lists lists with Clay

My company, IntroCRM, is a fractional sales agency that helps small sales teams excel with email deliverability, list building, and messaging. Clay is a critical part of how we help our customers generate, qualify, and book time with leads. In this blog post, I’m going to describe our life before Clay, why and how we use it today, and show you an example of a creative prospecting campaign that we ran for a client.

Mar 2023

Automate 6 cold email campaigns in a single Clay workflow

Clay Team

In this post, we’ll go over how we automated six different outbound cold email campaigns using a single Clay table. Follow along step-by-step in our video.

In this campaign, we were selling sales engagement tools to marketing leaders in American B2B companies with under 100 employees. At a high level, we started with just a broad list of prospects’ names and emails from Apollo. From there, we used Clay to sort prospects into the following buckets: management consulting, recruiting, or financial services.

Mar 2023

Troubleshooting outbound sales and prospecting: a comprehensive guide

Stefan Kollenberg

Nailing your outbound sales and prospecting process can help you generate leads, acquire customers, and drive revenue growth. In this guide, we’ll share a step-by-step approach to troubleshooting each stage of your outbound sales campaign—whether you’re a new sales professional or a seasoned team leader.

We’ll cover how to check early campaigns, identify quality prospects, analyze insights from metrics, double down on well-performing sequences, and more, with detailed examples from our own experiences. You can use the table of contents to easily navigate to the areas that are most relevant to you.

Feb 2023

B2B Sales Prospecting: 15 Strategies to Drive More Conversions

Clay Team

When it comes to B2B sales, one of the biggest challenges is identifying potential customers and transforming them into qualified leads. However, by utilizing effective sales prospecting methods and tools, you can achieve more conversions and grow your business. In this ultimate guide to B2B sales prospecting, we'll delve into the most effective techniques, tools, and strategies to help you generate more quality leads, build a strong sales pipeline, and close more deals.

Feb 2023

How To Create Your Own Sales Prospect List in Minutes

Clay Team

Sales prospecting efforts can be a time-consuming and challenging task for any business. Finding the right prospects and gathering the necessary information to approach them can often feel like searching for a needle in a haystack. You may spend hours scouring various sources such as LinkedIn, Twitter, and company websites, only to come up with a fragmented and incomplete picture of your potential customers. The process of aggregating this information and organizing it into a usable format can take even more time and effort. However, what if we told you that you could create a sales prospecting list in just a few minutes? With Clay, an in-depth  sales prospecting tool, you can quickly and easily import prospects from multiple sources and enrich them with valuable information. You can also export this data to your preferred platform such as a CRM, saving you time and allowing you to focus on what you do best - closing deals!

Feb 2023

How To Get More Customers By Using Outbound Sales - A Complete Guide

Clay Team

In today's fast-paced and highly competitive business landscape, it's more important than ever to have a solid sales strategy in place. While inbound sales and social media marketing can be effective in attracting potential customers, outbound sales is still a crucial component of any successful sales plan. Outbound sales refers to the process of actively reaching out to potential customers through methods such as cold calling, email marketing, and cold outreach. In this blog post, we'll explore the benefits of outbound sales, the types of businesses that can benefit from it, and how to execute a successful outbound sales strategy.

Feb 2023

Cold Email Copywriting Frameworks for Private Equity Firms in 2023

Clay Team

Private equity firms often seek out new investment opportunities and are always on the lookout for promising startups. In this blog post, our expert Eric Nowoslawski provides his tips and frameworks for launching successful lead generation strategies using cold email campaigns to target potential customers and qualified leads. The topics covered in this post include: the critical importance of the subject line, personalizing your cold email approach, focusing on getting a response instead of a sale, including a compelling call-to-action (CTA), emphasizing what your firm enables, keeping your emails short and sweet, limiting follow-up emails, defining your investment offer and marketing strategy, and utilizing cold email templates.

Feb 2023

Cold Email Copywriting Frameworks for VC Firms in 2023

Clay Team

Lead generation is a crucial aspect of sales and marketing for venture capital firms. In this blog post, our expert Eric Nowoslawski shares his tips and frameworks for lead generation through cold emails. By following his strategies, you can secure new investment opportunities, generate high-quality leads, and reach your target audience effectively. This post covers topics such as the importance of personalization in cold emails, the role of a clear call-to-action (CTA), defining your value proposition and marketing angle, and tips for crafting an effective cold email sequence.

Feb 2023

Cold Email Copywriting Frameworks for Recruiting Agencies in 2023

Clay Team

As a recruiter, having a well-rounded lead generation strategy is essential for reaching potential job candidates and securing new clients. In this post, we will go into detail about the key elements that can help optimize your lead generation and increase the chances of making a sale. The topics covered will include lead generation through cold email outreach, leveraging social media, the importance of having a sales team, creating landing pages, lead scoring, lead generation tools, and much more.

Feb 2023

Cold Email Copywriting Frameworks for Marketing Agencies in 2023

Clay Team

Cold emails are a crucial component of lead generation for marketing agencies looking to expand their customer base and drive sales growth. In this post, we will highlight the key elements of a successful cold email marketing strategy, including optimizing subject lines, utilizing personalized email templates, and measuring metrics for lead generation optimization.

Feb 2023

Cold Email Copywriting Frameworks for SAAS Companies in 2023

Clay Team

Cold emails are a crucial aspect of a successful b2b sales and lead generation strategy for SAAS Companies. In this blog post, our expert Eric Nowoslawski shares his tips and techniques for crafting personalized and effective cold emails that can generate new customers through a cold email outreach. Key topics discussed include optimizing cold email subject lines for better open rates, crafting compelling email body and email signature, tracking metrics, and identifying pain points to drive lead conversion.

Feb 2023

11 AI Prompts to Automate Your Prospecting Research

Eric Nowoslawski

Open AI has taken the world by storm with their generative image and text capabilities. The use cases in Sales and Marketing seems almost infinite. From coming up with ideas, writing customer facing copywriting, and automating customer support, every business can leverage AI in some way to boost their productivity.

The ‘job to be done’ for us is to prompt AI correctly to give better answers than what a person could write on their own.

I like to say, “Open AI is wildly powerful but it’s like a five year old at a bowling alley. On their own, the odds of getting a strike are zero. With bumpers, bowling ball ramp and some heavy direction, they can get a strike every time.”

When creating your own prompts, remember to be specific and feed as many details and examples into the data as you can.

Feb 2023

A 7 Step How-To Guide: Successful Outbound Sales Campaigns

With love from the Clay team

Why should you do outbound sales?

You need to prove/disprove your hypothesis about the market.

Outbound sales is beneficial if you have hypotheses but need more certainty about who must have your product and why. It enables you to quickly create, test, and validate these hypotheses with real potential customers.

You get more control than you would with marketing.

Marketing allows you to get content in front of groups of people, but you have far less control over the exact people who will see it. In contrast, outbound sales allows you to pick the specific people that you want to target. This level of control removes the uncertainty of "did the people I want to test this with actually see my message?"

Feb 2023

Cold Email Copywriting Frameworks and Best Practices for 2023

Eric Nowoslawski

Cold emails are one of your most powerful tools for landing new customers, but a few factors can determine whether your messages get trashed or earn replies. In this blog post, we take a look at cold email copywriting tips and frameworks from our resident expert Eric Nowoslawski, who has helped companies with cold email and outbound marketing. We'll cover what to keep in mind before you start an email sequence, how to write your offer and marketing angles, a framework for an effective initial cold email, and how to structure a complete cold email sequence.

Feb 2023

21 Tips for Keeping Cold Emails Out Of Spam in 2023

Eric Nowoslawski

Mastering the art of sending relevant and effective cold emails is crucial for any sales team that wants to convert new customers. The email deliverability landscape, however, can be overwhelming, with hundreds of strategies to consider amidst a constantly changing set of rules and red flags. In this post, we'll share our 21 best tips to help you land cold emails in prospects’ inboxes and acquire customers in 2023. Our guide includes mastering the basics, like setting up essential authentications, cleaning lists, and following sending limits, as well as creative techniques like how to use personalizations and spin taxes. No matter what the tip is, our overall philosophy is simple: whatever spammers do, try to do the opposite. 

Feb 2023

How to Use OpenAI To Write the Perfect Cold Email from Scratch

Eric Nowoslawski

Effective cold emails are critical for any business, but they’ve been extremely time-consuming to write—until now. Instead of spending hours reading LinkedIn bios and company websites, you can use OpenAI with Clay to quickly mass personalize your email outreach with the click of a few buttons. In this post, we’ll show you how to use OpenAI to write personalized outreach emails from scratch based on someone’s LinkedIn bio, company description, and more.

Jan 2023

How to Use Formulas in Clay

Eric Nowoslawski

When building a Clay table, the sources, integrations, and CRM plugins can accomplish the goals of most users. Sometimes, there is a need for some data merging, splitting, or otherwise clean up that is needed in your table. This is where you can use Formulas to accomplish your goals!

In this blog, we are going to first go over how to think about formulas using the AI formula generator and then we will go over common formulas that you can write yourself in your Clay table.

Jan 2023

Optimize your Credit Usage in Clay

Eric Nowoslawski

Clay is a spreadsheet that fills itself with data from many data providers across the internet. We partner with data providers on your behalf to bring lots of different data sources — like job listings, tech stacks, news and more — into your workflows.

In this blog, we will go over a couple of functions in Clay that can will help you optimize your credit usage in Clay. There are many ways to optimize credit usage in Clay that the team has built into the product that we will go over in this blog. We will cover formulas that optimize your workflows and some features that are often overlooked that can help keep your credit usage down.

Here are 3 ways to optimize your Clay credit usage

Nov 2022

Basics of Google search operators

Eric Nowoslawski

Getting started with Google's Search Operator to creatively find new leads

Sep 2022

Lead scoring in Clay

Varun Anand

Welcome to the second post in our series on how to use formulas in Clay!  We’re going to walk you through prioritizing your lead list using scoring formulas in Clay 🌶️

Aug 2022

Formulas in Clay: conditional statements, waterfalling data and qualifying leads

Varun Anand

Ever wanted to learn formulas in Clay but didn't know where to start? Join the club. Just kidding. Read this and you'll be well on your way to mastering the basics of formulas.

Jun 2022

How to prioritize your waitlist

Matt Maiale

If you’re an early stage startup, you’ve probably built a waitlist (or are considering one). And for most startups, it makes a lot of sense.

Nov 2021

🧙‍♀️ The many lives of spreadsheets

With love from the Clay team

Ever wondered how many people use spreadsheets? Some estimates say around 800 million people use Microsoft Excel, and another 160–180 million use Google Sheets. Not bad for a tool that started as a basic visual calculator.

Mar 2023
Mar 2023
Mar 2023

Merge Column

Clay Team
Mar 2023
Mar 2023

GPT-4

Clay Team
Mar 2023

Scrape Website

Clay Team
Mar 2023
Feb 2023
Feb 2023

Find A User's Recent LinkedIn Posts

Clay Team

We hope you're having a wonderful Valentine's Day! On a day filled with love and joy, we thought we'd give you something close to our hearts- new Clay features 💝

Get ready to fall in love 👇

Jan 2023

Get Mobile Phone Number

What's new at Clay

Hey friend,

New Year, new features! 🎊 We've been working hard on building out new integrations to give your teams superpowers for 2023.

We're also super pumped to announce that we've been selected as a finalist for the Golden Kitty Awards! We would love your help by upvoting us here.

Now for the good stuff!! 👇

Aug 2022

Using Google As A Source

Matt Maiale

As you're getting ready for your wonderful Labor Day Weekend break, we're pumped to share some exciting updates to our sources and integrations within Clay 🧚

Aug 2022

Salesforce Integration

Matt Maiale

We hope you're staying cool with your Birkenstocks, bucket hats, and wonderful office AC. We're so pumped to share some new features and updates from Clay.

Dec 2021

Closing out the year with Clay

With love from the Clay team

As we wish this year farewell, we're excited to share some of the bells, whistles, and magic the Clay team is building for you. We're forever in awe of each of you, and can't to see all you'll build in the new year 🎊

Nov 2021

New features, documentation series, and sneak peeks of Clay!

With love from the Clay team

As we get closer to releasing Clay to a larger community, we're excited to share some new features and improvements with you 🤩. With some big features right around the corner, this month we're focused on making all of your interactions in Clay, big and small, absolutely delightful. Check out some of our recent updates:

Oct 2021

Life is getting easier with Clay

With love from the Clay team

We have a couple of new features up our sleeve, but before sharing those with you we are laser focused on making your time in Clay a little more magical - from duplicating tables, to smoother keyboard interactions, record counts and more.

Sep 2021

HTTP API

Matt Maiale

In Clay 2.0, you can now source leads directly from Linkedin within the table. Our 'Clay Find People' source takes queries such as location, title, company, experience, skills, and more to search LinkedIn and add matches to your table.

Sep 2021

Introducing Clay's New Interface

With love from the Clay team

While we'll be migrating all of our users over the fall, we're jazzed to be currently onboarding teams that have ✨ a waitlist to enrich and prioritize✨. This use case is ideal for those with a product in beta, whose signups are feeling unruly (don't be shy if that's you - that was us, too).

Jul 2021

Join our Clay 2.0 beta

With love from the Clay team

We are looking for users interested in testing our revamped UI! We've been teasing our revamped UI and are excited to get you in as soon as humanly possible 🏃.

This month we're prioritizing waitlists in the new UI. You would be a great fit for our beta if you need to better understand people and prioritize sign ups. Shoot us over a note if this sounds like you!

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Mar 2023

How IntroCRM cut its prospecting data budget by 65% and built better lead lists lists with Clay

My company, IntroCRM, is a fractional sales agency that helps small sales teams excel with email deliverability, list building, and messaging. Clay is a critical part of how we help our customers generate, qualify, and book time with leads. In this blog post, I’m going to describe our life before Clay, why and how we use it today, and show you an example of a creative prospecting campaign that we ran for a client.

Mar 2023

Automate 6 cold email campaigns in a single Clay workflow

Clay Team

In this post, we’ll go over how we automated six different outbound cold email campaigns using a single Clay table. Follow along step-by-step in our video.

In this campaign, we were selling sales engagement tools to marketing leaders in American B2B companies with under 100 employees. At a high level, we started with just a broad list of prospects’ names and emails from Apollo. From there, we used Clay to sort prospects into the following buckets: management consulting, recruiting, or financial services.

Mar 2023

Troubleshooting outbound sales and prospecting: a comprehensive guide

Stefan Kollenberg

Nailing your outbound sales and prospecting process can help you generate leads, acquire customers, and drive revenue growth. In this guide, we’ll share a step-by-step approach to troubleshooting each stage of your outbound sales campaign—whether you’re a new sales professional or a seasoned team leader.

We’ll cover how to check early campaigns, identify quality prospects, analyze insights from metrics, double down on well-performing sequences, and more, with detailed examples from our own experiences. You can use the table of contents to easily navigate to the areas that are most relevant to you.

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Merge Column

Clay Team

How To Create Your Own Sales Prospect List in Minutes

February 10, 2023
Clay Team

Sales prospecting efforts can be a time-consuming and challenging task for any business. Finding the right prospects and gathering the necessary information to approach them can often feel like searching for a needle in a haystack. You may spend hours scouring various sources such as LinkedIn, Twitter, and company websites, only to come up with a fragmented and incomplete picture of your potential customers. The process of aggregating this information and organizing it into a usable format can take even more time and effort. However, what if we told you that you could create a sales prospecting list in just a few minutes? With Clay, an in-depth  sales prospecting tool, you can quickly and easily import prospects from multiple sources and enrich them with valuable information. You can also export this data to your preferred platform such as a CRM, saving you time and allowing you to focus on what you do best - closing deals!

Sales prospecting efforts can be a time-consuming and challenging task for any business. Finding the right prospects and gathering the necessary information to approach them can often feel like searching for a needle in a haystack. You may spend hours scouring various sources such as LinkedIn, Twitter, and company websites, only to come up with a fragmented and incomplete picture of your potential customers. The process of aggregating this information and organizing it into a usable format can take even more time and effort. However, what if we told you that you could create a sales prospecting list in just a few minutes? With Clay, an in-depth  sales prospecting tool, you can quickly and easily import prospects from multiple sources and enrich them with valuable information. You can also export this data to your preferred platform such as a CRM, saving you time and allowing you to focus on what you do best - closing deals!


Finding Potential Sales Candidates

One of the hardest parts of finding sales candidates is finding a source of potential sales leads to qualify. Of course, there are platforms such as Crunchbase and ZoomInfo with company data for you to peruse through, but this process is tedious and time-consuming.

With Clay, this process can be squished down into a few-minute ordeal. Instead of having to manually find each prospect and copy their info into a spreadsheet, Clay scrapes multiple web sources to find the prospects that meet your parameters, which then populate into a spreadsheet. Here are some videos on how to do it, but if you don’t feel like watching, here’s a step-by-step below:

  1. Create a Clay account
  2. One signed up, click “New Table” and then find the source that you’d like to pull from. Clay can scrape LinkedIn, Twitter, Github, Google, Google Maps, and more!
  3. Once you’ve selected a source, input the parameters that you’d like to apply to your search, This can vary depending on your source, but some common examples are company name, company size, location, a person’s position in a company, or the industry in which a prospect operates.
  4. From there, you can select how many results you’d like to show. Many searches from a source generate thousands of results, so it’s important to be both concise and to limit how many results you’d like to appear on your table.
  5. After that, run the operation and prospects will magically populate your table!


Qualifying Your Sales Leads

Once you’ve found some potential sales leads, it’s important to make sure they’re really the person or company that you’re looking for.  The sales prospecting process really begins here, because you begin to hone in on the customers that will eventually convert. Here’s how to properly qualify your sales leads:

  1. Define Your Ideal Customer Profile (ICP)

Making sure a sales prospect fits your ideal customer profile (ICP) is imperative to successful outbound outreach. Having a buyer persona in mind can immediately make this process easier. You may not even know what your ICP is yet- this is often the case with companies just beginning to find customers and generate revenue.

A good ICP contains three different aspects - demographic, geographic, and psychographic attributes. These three things define the entire process of finding new prospects. If you don’t have previous customer data to analyze, then it’s important to do research about your industry to define a broader, beginner ICP that you can later refine. People in your ICP have pain points that you, as a company that provides value, can alleviate.

  1. Use Clay to find information about the people on your sales prospect list

Once you’ve defined your ICP, it’s now time to figure out whether the people and companies on your prospect list matches your ideal customer profile. However, a problem can arise if you can’t find information about the prospects you’re hoping to sell to. Clay solves this too with our 50+ enrichments. Here’s how to use it:

  • Go to your sales prospect list, click the “+” sign next to your last column, and select “enrich data.”
  • You’ll notice that Clay has enrichments available from 40+ providers. Because of how many options we have, it’s important to figure out what data you’d like to find before going to enrich. For example, if you’d like to find your customer’s company information, there are several enrichments where you can find company size, funding information, and more. It’s best to know what platform or data provider would be best fit for this as well.
  • Once you’ve selected a provider, a tab will pop up with a place for you to input your parameters for the enrichment. For example, our “Enrich Company” LinkedIn enrichment asks for a profile link. You can also input any conditional formatting if you have a specific parameter you’d like the search to match.
  • After inputting your parameters, just click “Run”!
  • If you click on any result run by the integration, you can see more data that the enrichment has found. You can map any significant data out to your table.

From there, you can sort through your data using Clay’s advanced filters to determine which of your prospects to send to your sales team. Boom, you have some qualified leads!

Find your Prospects’ Contact Information

So, you’ve found new leads. Great! However, you need to figure out how to contact them. Whether you’re planning on cold calling them using sales reps, contacting their social media profile, or sending them an email, it’s important to find the right people to contact, using the right methods.

This stage of the sales process can be one of the more difficult ones, especially without the right tools. Without existing customers or referrals, you need to find methods of cold outreach so you can start building some kind of customer relationship. Fortunately, Clay can do this too.

Clay can help find work emails, personal emails, phone numbers, and social media accounts of key decision makers using some of our dozens of integrations. We help expedite the sales process by moving you further down the sales funnel via actionable contact info. Here’s how to do it:

  • Figure out which method of contact is best for your industry. For some companies, a phone call may be the best form of outreach; for others, it could be creating some email templates for a cold email campaign. For a new business, it’s important to make this determination early in the sales process so you don’t miss out on any conversions. A way to figure this out is finding what sales tools companies use. You can figure out whether a company is using tools like Salesforce using our BuiltWith integration.
  • Find decision makers. You may have already done this in the early stages of our process, but if not, you can use company enrichments to find the head honcho of your prospect’s company. Most potential buyers are going to be decision makers, so you want to get them in front of your salespeople. A sales pitch doesn’t do much if the person you’re pitching to can’t convert themselves.
  • Use Clay to find desired contact information. We have several integrations that allow you to find pretty much any means of contact you’d like, from our in-house “Find Work Email” integration to finding a person’s social media accounts, at scale. The steps to using these integrations are the same as they were for qualifying leads.


Just like that, you’ve got a list with qualified sales leads and their contact information, all in one place! Lead generation has been taken care of, and you can focus on other aspects of your business. Clay’s sales automation in your b2b sales pipeline can save you time and increase conversion rate.

If you need help on other sales prospecting techniques or other parts of the sales cycle, check out our other blog posts on how to get prospects pouring through the floodgates.

For pricing or any other questions, feel free to contact us here!


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