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.
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.
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 employeesThe 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 rolesAnalyze 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?LinkedIn is expressly intended for people searches in the B2B context and is permitted under data protection law for professional contacts.
Procedure:
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?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:
For managing directors and board members: The officially registered authorized representatives.
Advantage: 100% correct names, up-to-date, GDPR-compliant.
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| Field | Field Content |
|---|---|
| Company name | Full name |
| Website | URL |
| Fit-Score | 1-12 |
| Priority | A / B / C |
| Contact person | First name and surname |
| Position | Official role |
| LinkedIn URL | Direct link |
| Found via | Source |
| Trigger event | Current signal |
| Entry topic | Personalized hook |
| Channel | LinkedIn / e-mail / phone |
| E-mail Subject | Formulation from Prompt 12 |
| Status | Open / Contacted / Reply |
| Step | Output |
|---|---|
| Contribution 1 | Clear ICP + searchable signals |
| Contribution 2 | 200 qualified companies with fit score |
| Contribution 3 | 200 personalized decision-maker data sets |
This is not a mass campaign. This is a precise, personalizable B2B pipeline.
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.
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.
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