Learning Objective
By the end of this tutorial, you’ll know how to use lemlist’s AI-powered B2B database to find verified leads, filter them with precision (including industry/sub-industry), and turn your search into a clean, campaign-ready lead list.
Why This Matters
Industry segmentation helps you tailor messaging to a prospect’s context, which typically improves relevance and reply rates. When you combine industry filters with job title, company size, and location, you reduce wasted outreach and build lists that match your ideal customer profile (ICP) more consistently.
Prerequisites (Recommended)
You have access to lemlist’s Leads Database in your workspace.
You already know your ICP basics (target industries, roles, and ideal company size).
You have a plan for what you’ll do with the list (e.g., import into a campaign, enrich, or hand off to CRM).
Core Lesson: Step-by-Step Workflow
Phase 1: Define your targeting plan (so filters stay focused)
Write down your “must-have” filters before you search.
Start with 2–4 constraints you won’t compromise on (e.g., Industry/Sub-industry, Job title, Company size, Location). This prevents overbroad searches that create noisy lists.Decide whether you need “Industry” or “Sub-industry” granularity.
Use industry when you want broad coverage (e.g., “Technology and IT”). Use sub-industry when messaging must be highly specific (e.g., “Data Infrastructure” vs. general “IT Services and Consulting”).
Phase 2: Build a lead list using industry segmentation + advanced filters
Filter by Industry/Sub-industry first.
Start with the industry segmentation to anchor your search, then narrow down with role and company filters. This keeps results aligned with the market you’re trying to reach.Add role-based filters (who you want to talk to).
Layer in job titles or seniority so you’re consistently reaching decision-makers (or influencers) relevant to your offer.Refine with company and geography filters (where and what kind of company).
Use company size, location, and other relevant constraints to match your pricing, onboarding capacity, or market focus.Prioritize verified contacts.
lemlist’s database includes verified contacts; focusing on verified results helps reduce bounce risk and improves campaign deliverability outcomes.
Phase 3: Validate the list quality (before you use it in outreach)
Spot-check relevance.
Open a sample of leads and confirm they match your intended persona (role), the company profile (size/industry), and your target region.Look for “too broad” signals.
If you see mixed roles, inconsistent company sizes, or unrelated sub-industries, tighten your filters. A smaller, cleaner list usually outperforms a large, generic one.
Phase 4: Turn your search into a repeatable segment you can reuse
Create separate segments for different sub-industries when messaging needs to change.
For example, “Software Development” and “Data Infrastructure” may both fall under Technology, but the pain points and language differ, separate segments let you personalize effectively.Use each segment as a dedicated campaign audience.
This makes it easier to write targeted copy, compare performance by industry, and iterate based on replies.
Practical Application / Real-Life Example
Goal: Book demos with operations leaders at mid-market logistics companies.
Industry/Sub-industry: Transportation and Logistics → Supply Chain Management (and/or Warehousing)
Job titles: Head of Operations, Operations Director, VP Operations, Supply Chain Manager
Company size: Choose a range that matches your sales motion (e.g., mid-market)
Location: Focus on the regions where you can sell/support
Try-it-yourself checklist (copywriting inputs you’ll need):
1–2 pain points that are specific to the sub-industry (e.g., inventory visibility, last-mile delays, warehouse labor constraints)
One proof point relevant to that industry (case study, metric, or customer logo)
A CTA that matches the prospect’s context (e.g., “Worth exploring a 10-minute workflow review?”)
Troubleshooting & Pitfalls
Issue: My results are too broad and the leads don’t look relevant.
Root cause: Industry filter is too general or role filters are missing.
Fix:
Switch from industry to a more specific sub-industry.
Add job title/seniority constraints.
Narrow company size and location to match your ICP.
Issue: I’m getting the right industry, but wrong personas.
Root cause: You’re relying on industry alone without role targeting.
Fix:
Define 5–10 “acceptable” titles and filter for them.
Create separate segments per persona (e.g., Ops vs. IT) if your pitch differs.
Issue: The list is large, but performance is poor.
Root cause: Segment is not tight enough, so messaging becomes generic.
Fix:
Split one big segment into 2–3 sub-industry segments.
Rewrite the first message to reference a sub-industry-specific trigger or pain.
Test on a smaller batch before scaling.
Knowledge Check / Quick Quiz (Optional)
Which two filters are “non-negotiable” for your ICP, and why?
Did you choose industry or sub-industry—and what would make you switch?
What is one sign your segment is too broad?
If you had to split your segment into two, what would the split be (persona vs. sub-industry vs. geography)?