3 Essential Elements of Outbound Outreach: Right Person, Right Time, Right Message.
When it comes to outbound outreach, there are three things you must get right: Right Person, Right Time, and Right Message. If any of these are off, your outreach won’t be effective.
Finding the Right Person
Sales Navigator is a fantastic tool—arguably the most up-to-date database available. However, it has limitations, particularly when it comes to firmographics. It relies on companies and individuals to self-identify, leading to inaccuracies in filters like industry and employee count.
For example, if you’re a software vendor selling to the construction industry, would your company appear under ‘Software Development’ or ‘Construction’ in Sales Nav? The answer depends on how the company page was originally set up. That’s why finding the right companies first is crucial to identifying the right people.
Many sales teams rely solely on Sales Nav for pulling target account lists. If you’re in that boat, here are some tips for finding FinTech companies in Australia without using Profitate:
Sales Navigator Tips for Finding the Right Companies
-
Keyword Search is Your Friend – Run two separate searches:
-
One using the industry filter for Financial Services plus the keyword search: "SaaS OR our software OR our platform".
-
Another search with different relevant industry filters to broaden your shortlist.
-
-
Exclude Irrelevant Industries – Sales Nav often pulls in adjacent industries that don’t match your ICP. Manually exclude these to improve accuracy.
-
Validate with AI – Use ChatGPT to visit company websites and verify if they fit your ideal customer profile.
According to FinTechAustralia.com.au, there are around 800 FinTech companies in Australia. Using this approach in Sales Nav yielded around 1,200 companies—not a perfect list, but a solid starting point for enrichment.
Need Help Finding Niche ICPs?
Outbound prospecting can be tough, especially in niche markets. If you're struggling to find the right companies or individuals, feel free to DM me on LinkedIn with your ICP challenges—I’d be happy to share more insights!
Lachlan McBride White