How to find the decision maker? See all about contact escalation

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Do you know what contact scale is? Did you know that it can help you build relationships with the purchasing decision maker?

We know that recognizing and directly interacting with a company's purchasing decision-maker is not an easy task. On the contrary: it requires a lot of strategic planning.

However, making sure you are talking to the right contacts is essential to avoid wasting time with people who will not help you close deals.

After all, the B2B sales process is complex. Therefore, finding the key players in the purchasing decision is essential to achieving your goals.

Want to learn more about the subject? Stay with us.

What is contact climbing?
Sales scalability happens when your company invests mobile phone number data updated 2025 in truly assertive campaigns and actions to win the hearts of purchasing decision-makers.

When you convince decision-makers that your company offers the best solutions, you earn their trust. As a result, your brand grows and prospers.

However, until reaching that “perfect moment”, there are many steps that need to be structured and escalating contacts can help.

How important is contact escalation?
Every company has a purchasing decision maker. He or she is the one who has the final say on whether or not to accept the proposal offered by your company.

Therefore, finding out who this person is is essential, as they are the ones who will decide the future of sales.

When a company is prospecting and does not have a focus, the sales process becomes much slower.

Furthermore, you run the risk of simply investing time in contacting the wrong person. Therefore, finding the decision maker when escalating contact is essential.

However, we cannot ignore the other people who are also part of this process.

What are the roles involved in the purchasing journey?
Making the lead go through the purchasing journey naturally and automatically makes it easier to close contracts.

To help the decision maker go through this journey, it is necessary to understand the roles involved in this trajectory.

After all, there are other people who are part of the purchasing decision that cannot be ignored when creating your campaigns.

Find out what roles are involved in the b2b purchasing journey.

Initiator
The initiator is the person who recognizes that the company has a problem that can be solved. So, they usually contact another department (such as management) to report their pain.

This employee (although not the decision maker) should also be part of your prospecting. After all, it is the ideal time to “plant the seed” about your company’s solutions.

User
The user is the employee who will use your company's solution. So, you must show them the benefits and features of your product.

Therefore, they understand that the solution will only bring advantages to their day-to-day lives and will optimize their routine. In fact, maintaining this loyal audience after the sale is essential to avoid churn rate.