Sales database and a steady pipeline
Updated 2026-08-22 · 5 min read
A sales database is the list of prospects your team starts new conversations from every month. Without it, the pipeline depends on random inbound enquiries.
The most common mistake is buying a huge list and working through 5% of it. Better to buy exactly as much as you can work properly.
How big a list you actually need
Work backwards: if you need 5 new customers a month, meeting-to-customer conversion is 25% and reply rate is 4%, you need roughly 500 contacts a month. Buy that volume, not 50,000 rows.
Rotating segments
Plan a quarter ahead and keep one clear focus per month.
- Month 1: core sector, mid size
- Month 2: same sector, different county
- Month 3: adjacent sector, same size
- End of quarter: compare reply rates and double down on the best
Clean data protects results
Remove bounces, keep an opt-out list and refresh the dataset every six months. A stale list damages sender reputation and lowers deliverability even for good contacts.
Frequently Asked Questions
- How often should a sales database be refreshed?
- At least twice a year, or quarterly if you send actively.
- Can Kontabase handle the campaign?
- Yes, the email marketing package covers the list, copywriting and sending.
- Can I buy a small list?
- Yes, you pay only for the records you select — no need to over-buy a minimum volume.
Build your list and try it for free
Choose an industry, county, and company size, see the record count and price instantly, and download a free 25-row sample.