How I Identify the Right Contact Person for 200 Target Customers in 3 Minutes - Part 3 of 3

Introduction

You now have 200 qualified target companies. Prioritized. With fit score. In the spreadsheet.

And now?

Now comes the step where most people fail - not because it is difficult, but because it is approached methodically in the wrong way.

The mistake: writing to the person whois theoretically responsible .

The purchasing manager because he is listed in the imprint. The general information e-mail because it is easy to find. The managing director because "he decides everything".

In B2B, purchasing decisions are team decisions. 3 to 7 people are typically involved. The decisive factor is not who isformally responsible - but whois currently experiencing the problem .

Whoever feels the problem is receptive. Whoever is formally responsible, not necessarily.

In this final part, I will show you how you can identify and validate the right person for each of your 200 companies in under three minutes and address them with a personalized introduction.

Step 1: Determine the right role for your offer

Before you do your research, you need to know what role you're looking for. This depends on your offer - not the size of the company.

📋 PROMPT 9 - Analyze the decision-maker structure

You are an experienced B2B sales strategist.  
Analyze the typical 
purchasing decision structure in medium-sized 
companies for my offer .  
My offer: [INSERT VALUE PROPOSITION] 
Target industry: [INSERT INDUSTRY(S) FROM ICP]  
Create a complete decision-maker matrix:  
 1. PRIMARY DECISION-MAKER  
 - Typical job title(s) (name 3-5 variants) 
 - Core problem I solve for this person  
 - How do I recognize them on LinkedIn, XING or the 
website?
 - Which argument hits them the hardest?
2. SECONDARY DECISION-MAKERS / INFLUENCERS  
- Who else has an influence on the purchase decision?   
- What role do they play?  (recommender / veto / 
budget approval)  
- How do I involve them in the process?  
3. GATEKEEPER (who do I not approach first 
 - Which role is blocking the decision 
- How do I bypass them respectfully?  
4. TRIGGER: 
What events are currently making a person particularly 
receptive?    
(new role / team growth / competitive pressure / 
quarterly targets)  
Answers for three company sizes separately: 
 - Small: 25-100 employees 
 - Medium: 100-500 employees 
 - Large: 500-2,500 employees

Step 2: Find the person - four sources in the right order

Source 1: Company website (team + imprint)

The fastest and most secure source in terms of data protection. Many SMEs list managing directors, department heads and sales contacts directly on the website.

What you are looking for:

• /team / /management / /about-us → Lists of people with roles
• Imprint → Authorized representatives (official, GDPR-compliant)
• Press releases → Quoted persons are almost always decision-makers
• Job advertisements → Advertisements signed by name = direct contact

📋 PROMPT 10 - Analyze team page / imprint

Analyze the following text from the website of the 
company 
[COMPANY NAME]:  
[INSERT CONTENT OF TEAM PAGE OR IMPRINT HERE]
Task:  

1. List all named persons 
with role / function 

2. Assign each person to a category:  
 - Management / Board  
 - Sales / Business Development  
 - Marketing / Communication  
 - IT / Digitalization / Processes  
 - Production / Operations  
 - Other  

3.Recommend the best first contact for the following 
offer: 
[INSERT OFFER] 

4. Justify the recommendation in 1-2 sentences 

5. Name the second best contact as an alternative  
If only a few people are named: 
What information on the website will still help me to 
find the right contact person via other channels?

Source 2: LinkedIn

LinkedIn is expressly intended for people searches in the B2B context and is permitted under data protection law for professional contacts.

Procedure:

1. Company name in LinkedIn search → "People" tab → Filter role name
2. Check activity: Does the person post? Are they commenting? → Active profiles respond better
3. Read profile text: Are there any references to current challenges or projects?
4. Use "In the same network" as social proof

PROMPT 11 - Evaluate LinkedIn profile and formulate initial contact

I have the following information from a person's LinkedIn profile 
:  
Name: [NAME] 
Current role: [PROFESSIONAL DESCRIPTION] 
Company:[COMPANY] 
Profile description / About section: [INSERT TEXT FROM 
LINKEDIN PROFILE HERE]  
Recent posts or activities (if available): 
[INSERT CONTENT]  
My offer: [VALUE PROPOSITION] 
My ICP: [ICP SUMMARY]  
Tasks:   1. Is this person the right first contact?
Yes / No + justification (2 sentences)  
 2. What is their most likely current main problem
or challenge? (Based on role, industry,
profile text, posts)  
 3. Formulate a LinkedIn connection request (max. 
300 characters):    
-  No generic pitch template  
 - Reference something specific from their profile or 
industry  
 - No selling in the request 
- Only genuine conversation starter  
 4. Formulate a LinkedIn comment on one of their 
posts:  (If posts available 
- as a warm-up before the connection request)  
 5. If LinkedIn is not the right channel: 
Which channel do you recommend?

Source 3: XING

Often underestimated for DACH SMEs - but XING is often better maintained than LinkedIn, especially for companies with 50-500 employees and in more traditional industries (mechanical engineering, trade, logistics).

Procedure:

1. Search for company profile in XING
2. Open employee list
3. Filter by role (e.g. "Sales Manager", "Managing Director")
4. Direct message or connection request

Source 4: Commercial register + Federal Gazette

For managing directors and board members: The officially registered authorized representatives.

• handelsregister.de → Enter company name → Current managing directors available free of charge
• bundesanzeiger.de → Annual financial statements → Turnover data + authorized signatories

Advantage: 100% correct names, up-to-date, GDPR-compliant.

Step 3: Complete the data record

📋 PROMPT 12 - Create a complete contact data record

I have collected the following information about a target company
  
COMPANY: Company name: [NAME] 
Website excerpt (relevant pages):[INSERT CONTENT] 
Fit Score: [X/12 FROM CONTRIBUTION 2] 
Trigger Event: [CURRENT SIGNAL 
- e.g. job ad, press release]  
CONTACT PARTNER: Name: [NAME] 
Role: [PROFESSIONAL DESCRIPTION] 
Found via:[SOURCE: Website / LinkedIn / XING / 
Commercial register] 
LinkedIn activity: [ACTIVE / LITTLE ACTIVE / NO DATA]
My offer: [INSERT VALUE PROPOSITION]  
Create the complete outreach record for me:
 1. company summary (3 sentences, 
relevant to sales) 
 2. why NOW - what makes contact meaningful right now? 
3. email subject line (max. 50 characters, no clickbait,
no buzzwords) 
 4. first line of the cold mail (not generic 
- reference to company situation) 
 5. recommended channel: LinkedIn / e-mail / telephone 
- with reasons 6. Alternative contact (if 
initial contact person does not respond): 
Who would be the next person? 
7. suggested follow-up step after initial contact

The finished contact sheet

The overall result of the series

This is not a mass campaign. This is a precise, personalizable B2B pipeline.

Do you want to automate it?

This entire process - from ICP definition to the finished contact sheet - is what bloo.research does for sales teams on a daily and automated basis. Industry-specific. Up-to-date. Directly into the CRM.

→ Request a free demo at

👉 Recommendation

In addition to manual research, we have developed automated processes for you:

bloo.research - Find the right B2B companies in minutes

bloo.radar - Find out what your competition will do next
before they do.

🚀 Next step

If you not only want to understand AI, but also use it in a structured way in your company, then:

👉 Find out more about our AI training:
https://bloo.school

👉 Find out about our Smart Market Fit offers:
https://bloola.com/smf - The Smart Market Fit course
https://bloola.com/smf-system - The Smart Market Fit system for companies

👉 Or find out more about our consulting and automation solutions:
https://bloola.com