The first thing you really should know about B2B marketing is the SIC (Standard Industrial Classification) code for the industry you want to market to. SIC codes are important as you want to make sure putting your marketing effort in front of the right business. The SIC 1500 is for general contractors where as 1521 is for general contractors primarily engaged in construction of single-family houses.  

Knowing the SIC codes and your target business is key to crafting the perfect B2B list.  Don’t skimp on this step.  Also knowing your ideal company size and make up are also equally important.  Run counts to help you get the perfect target list and never allow a list company to rush you or push you into buying anything – you have to know what you are getting and why are getting it.

Targeting businesses by contact name or ‘role’ as well as franchise, publicly traded and credit score are all solid options for selecting ideal business customers.  Building a big list and then chopping it down by adding variables is the best way to end up with a solid list to market with.