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

A better prospecting model combines job role with account and behavioral information.

For example:

Job title + industry + company size + technology environment + recent business event

can provide a stronger targeting profile than:

Job title alone

Consider a marketing automation vendor targeting a manufacturing company.

Instead of contacting every marketing executive, the sales team could identify:

• VP/Director-level marketing contacts
• At manufacturing companies
• Within a defined employee range
• Showing relevant technology or growth signals
• In the appropriate geography

This reduces the number of contacts that sales representatives need to research manually.

HubSpot's 2025 research found that 68% of surveyed sales professionals reported that lead quality had improved year over year, while sales teams increasingly emphasized revenue outcomes such as ARR, conversion rate, and win rate. (HubSpot Blog)

The implication is that prospecting should focus increasingly on quality and relevance rather than raw activity volume.