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

Gartner's research suggests the opposite.

Its 2025 study found that buying groups are increasingly diverse and that tailoring content to buying-group relevance increased consensus by 20%, whereas content focused on individual-level relevance had a 59% negative impact on buying-group consensus. (Gartner)

This is a critical distinction.

A salesperson might find a highly relevant CFO contact, but a CFO-specific message alone may not address the technical concerns of the CIO or operational concerns of the department using the product.

The better approach is often:

Identify → Map → Coordinate → Personalize

1. Identify relevant titles.
2. Map stakeholders within the account.
3. Coordinate messaging across functions.
4. Personalize each conversation according to role while maintaining a consistent account-level value proposition.

How a Job Role Based Email List Supports Account Mapping

Account mapping is easier when contacts are organized by function and seniority.

A sales team targeting manufacturing companies, for example, might create an account map containing: