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Overview

Many SDRs use Bitscale as their starting point for list building — from qualifying accounts, enriching them with context, finding relevant personas, and retrieving verified contact data for outreach. This playbook provides a step-by-step workflow for SDRs to build and qualify lists efficiently using Bitscale. It covers:
  • Finding and qualifying accounts
  • Filtering and ICP flagging
  • Finding people within accounts
  • Exporting contacts into new grids
  • Running Email and Phone Waterfalls
  • Pushing enriched contacts into outbound or CRM tools

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Step 1: Find Companies (Account-Level List Building)

  1. Go to Data Sources → Find Companies.
  2. Apply filters such as:
    • Headcount: e.g., 200–500 or 500–1000 employees
    • Geography: e.g., United States
    • Industry: e.g., Software, Security, SaaS
    • Company Keywords (optional, for niche markets)
  3. Preview results.
  4. Save filters for reuse.
  5. Import results into a new grid.
    • The first fetch includes 100 rows (by design).
    • Use Fetch More Rows (in batches up to 1,000) until you reach your desired count.
Best Practice: Start broad, then refine industries/keywords to narrow the list.

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Step 2: Enrich Company Data

  1. Use Enrich Company to pull accurate LinkedIn-sourced details.
  2. Optionally, add external providers like RocketReach, Apollo, ContactOut, etc.
  3. Run in batches of 10 rows while testing workflows.
  4. Once finalized, run enrichment on all rows.
Tip: Use filters like “Enrich Company is empty” to selectively enrich only new or missing rows.

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Step 3: Apply ICP Filtering

Use AI models (GPT-4, Claude, DeepSeek) to flag ICP accounts:
  1. Open AI Enrichment → GPT (or other model).
  2. Write a structured prompt, e.g.:
    “Check if this company is an ICP. Output TRUE if industry is Computer Software and employee count is between 200–1000. Otherwise FALSE.”
  3. Tag the Enrich Company dump at the bottom of the prompt.
  4. Save results as a new column (e.g., is_ICP).
Run Condition:
  • When running future enrichments, set conditions so they execute only when is_ICP = TRUE.

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Step 4: Find People from Company

Once ICP accounts are flagged:
  1. Use Find People from Company enrichment.
  2. Input: Company URL.
  3. Search by:
    • Job Titles (recommended for specific personas, e.g., “Head of Sales”)
    • Department + Seniority (useful for SMBs to maximize coverage).
  4. Set fetch limits (e.g., 5 contacts per account).
  5. Apply filters such as Location (e.g., United States).
Best Practice: Limit to a handful of personas per company to avoid oversaturation and keep future outreach options open.

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Step 5: Export Contacts to a New Grid

By default, multiple contacts are stored inside one cell per company. To work with them individually:
  1. Click Export Leads.
  2. Choose Create New Grid.
  3. Select columns to carry over (e.g., Company Revenue, Enrich Company fields).
  4. Run the export.
The result is a Contact-Level Grid linked to the Account Grid.

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Step 6: Enrich Contact Data

Inside the contact-level grid:
  • Run Email Waterfall:
    • Required fields: Name + Company or Company URL.
    • Only charges for the provider that successfully returns the result.
    • Optional validation reduces bounce rates to <0.5%.
  • Run Phone Waterfall:
    • Required field: LinkedIn URL.
    • Works with the same multi-provider, validation-enabled logic.
Coverage:
  • Emails: ~80–85% coverage
  • Phones: Often higher coverage

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Step 7: Push to Outreach or CRM Tools

Once contacts are enriched:
  • Email Tools: Push to Instantly, Smartlead, or Lemlist.
  • LinkedIn Tools: Push to Heyreach.
  • CRMs: Push directly into HubSpot or Salesforce.
  • Slack: Send accounts or contacts to Slack for manual review or team notifications.
Tip:
  • Personalization variables (e.g., Value Props, ICP notes) can be mapped into outbound tools for contextual messaging.

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Step 8: Managing Lists

  • Use Run Conditions to maintain different flows for ICP and non-ICP accounts.
  • Hide intermediate enrichment columns to keep exported grids clean.
  • Save company/people filters for repeated list building.

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Summary

This SDR playbook takes you through an end-to-end Bitscale workflow:
  1. Find companies
  2. Enrich and filter with ICP logic
  3. Find and export relevant personas
  4. Run contact waterfalls for emails/phones
  5. Push results into outbound and CRM tools
With this process, SDRs can consistently build qualified, ready-to-contact lists while minimizing manual effort and maximizing coverage.