From company register to sales pipeline: building a list that lasts
By the Leadsfinder team · · 2 min read
Sweden has something many markets envy: an open, comprehensive company register. Bolagsverket and Statistics Sweden (SCB) make base data on every limited company available — for free. But between raw data and a sales list that actually drives meetings lies a fair bit of work. Here's what the path looks like.
Step 1: Start from the whole universe
Begin with all ~900,000 Swedish companies, not a slice someone sold you. The point of owning the whole universe is that your ideal customer profile drives the selection — not whatever a data vendor happens to have in stock. Filter by industry (SNI code), region, size and other register fields to find the segments that match your profile.
Step 2: Keep the data fresh
A register is a snapshot. Companies get registered, change status, get struck off. A list you downloaded six months ago already contains dead numbers and wound-up businesses. What determines quality is update frequency: pull from the source regularly — ideally weekly — so status and base details are right when you call.
- Update from the official registers continuously, not once.
- Track status (active/deregistered) so you don't work dead companies.
- Trace where each field came from — you need that under GDPR.
Step 3: Enrich what's missing
The register gives you structure and identity, but rarely what you need to get through: the right contact person, direct number, email address. This is where enrichment comes in — completing the register record with contact details and signals from other sources. The goal isn't the most data, but enough for a relevant first call.
Step 4: Prioritise with AI
Once the segment is reasonable, the next question is: who do we call first? Prioritising by fit and likelihood — rather than alphabetically — is the difference between a list and a pipeline. An AI summary per company helps the rep understand who they're talking to before they pick up the phone.
| Source | What it provides | Refresh |
|---|---|---|
| Bolagsverket | Company identity, registration number, status (active/deregistered), board | Weekly bulk file |
| Statistics Sweden (SCB) | Industry (SNI code) and size classes | Continuous / weekly |
| Enrichment (open web) | Contact person, direct number, email address | As needed |
From list to pipeline
A sales list is static; a pipeline is alive. The difference is that every company carries status, notes, contacts and history — and that you can act directly via call, SMS and email without switching tools. That's exactly the path Leadsfinder automates: from open register to a prospect your team actually works.