How Job Title Targeting Helps B2B Sales Teams Find the Right Decision-Makers | InfoGlobalData

The Data Shows Why Relevance Matters

Gartner's 2025 B2B buyer research found that 73% of buyers actively avoid suppliers that send irrelevant outreach. (Gartner)

That finding changes the purpose of personalization.

Personalization is not simply adding a recipient's first name to an email. The more important question is whether the message addresses something that falls within the recipient's professional responsibilities.

For example:

Weak targeting:
"Hi Sarah, we help businesses improve their technology."

Role-based targeting:
"Your infrastructure team may be evaluating ways to reduce manual monitoring across distributed systems."

The second approach starts from a business function rather than a superficial personal attribute.

This is where job title specific email lists can support more relevant prospecting: they help marketers build campaigns around responsibilities that can reasonably be associated with particular roles.

Buying Groups Mean Sales Teams Need Multi-Contact Strategies

Job title targeting should not be interpreted as finding one "magic" decision-maker.