--- title: How to find the right contact person for 200 target customers in 3 minutes - Part 3 / 3 description: You now have 200 qualified target companies. Prioritized. Now comes the step where most people fail because they approach it methodically and incorrectly. --- [Digital Change ](https://blog.bloola.com/digital-change) # [How to find the right contact person for 200 target customers in 3 minutes - Part 3 / 3](https://blog.bloola.com/digital-change/find-decision-makers-in-3-minutes) Written by [Lars-Thorsten Sudmann](https://blog.bloola.com/digital-change/author/lars-thorsten-sudmann) | May 18, 2026 4:15:01 AM ## 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 who*is 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 is*formally* responsible - but who*is 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 problemor 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 | 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 | ## The overall result of the series | 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. ### 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:**](https://bloola.com/) [bloo.research - Find the right B2B companies in minutes](https://www.bloola.com/bloo.research?hsLang=en) [bloo.radar - Find out what your competition will do next before they do.](https://www.bloola.com/customer-trends-and-competitor-radar?hsLang=en) ## 🚀 Next step [If you not only want to understand AI, but also use it in a structured way in your company, then:](https://bloola.com/) [👉 Find out more about our AI training: ](https://bloola.com/)[https://bloo.school](https://bloo.school/en/) 👉 Find out about our Smart Market Fit offers: [https://bloola.com/smf](https://bloola.com/smf-system) - The Smart Market Fit course [https://bloola.com/smf-system](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](https://bloola.com/en/)   [View full post](https://blog.bloola.com/digital-change/find-decision-makers-in-3-minutes) ```json { "@context" : "http://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Lars-Thorsten Sudmann" }, "dateModified" : "2026-05-18T04:15:01.013Z", "datePublished" : "2026-05-18T04:15:01Z", "headline" : "How I Identify the Right Contact Person for 200 Target Customers in 3 Minutes - Part 3 of 3", "image" : { "@type" : "ImageObject", "height" : 512, "url" : "https://1693371.fs1.hubspotusercontent-na1.net/hubfs/1693371/Blog/digitale-change/Find-decision-makers-in-3-minutes/Find-decision-makers-in-3-minutes-en-hd.png", "width" : 768 }, "mainEntityOfPage" : "https://blog.bloola.com/digital-change/find-decision-makers-in-3-minutes", "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "height" : 0.0, "url" : "https://www.bloola.com/hubfs/General%20Material/Logos/bloola-logos.svg", "width" : 0.0 }, "name" : "Digitalisation inside Business" } } ```