B2B Sales Director Identified the Exact Decision-Maker at Every Target Account
A B2B sales director used B2B2C linkage to move from account-level targeting to individual-level precision — identifying the specific person holding buying authority at each company, with verified contact data, before the first outreach call.
The Situation
A B2B sales director running account-based sales against 200 target enterprise accounts knew which companies he wanted to be in — he just couldn’t reliably identify the right person within each one. LinkedIn outreach was landing with wrong-level contacts. Cold calls were getting transferred three times before reaching a decision-maker.
How It Was Done — Step by Step
Built Target Account List With Firmographic Filters
He started with 200 target enterprise accounts — companies in his ICP by industry, employee count, and revenue range — and submitted the list for B2B2C enrichment to find the individuals within those organizations matching his buyer profile.
Applied B2B2C Linkage to Surface Individual Decision-Makers
Using B2B2C data, each account was mapped to the individuals within it who held titles matching procurement, operations, technology buying, or C-suite roles. This surfaced between 2 and 5 verified individuals per account.
Enriched Each Contact With Behavioral Intent Signals
Each identified decision-maker was cross-referenced against behavioral intent data to see which had recently been researching his product category. This created a tiered priority list — accounts where the decision-maker was actively in research mode went to the top of the outreach queue.
Built Personalized Outreach Sequences Per Account
His SDRs built outreach sequences where the first email referenced both the company’s specific context and the intent signal — noting they seemed to be evaluating options in a particular category and offering a specific relevant resource. Reply rates went from 2% to 11%.
Routed Responses Into Deal Rooms With Full Context
Every response was routed into a per-account deal room — a shared document tracking all touchpoints, stakeholder mapping, and conversation history. Sales reps entered every call with full context instead of starting blind.
The Result
A 4.1x improvement in decision-maker contact rate, with all 200 target accounts mapped to verified buying contacts before the first outreach. The difference between account-level and individual-level precision was the difference between a cold call and a relevant conversation.
“We went from knocking on doors and hoping the right person answered to knowing exactly who to call, what they’d been researching, and what to say when they picked up.”
VP of Enterprise Sales — B2B Enterprise Software Company
Want Results Like This?
See how Smart Marketer’s data tools could apply to your business.
