If you're in B2B sales or marketing, you already know the pain: finding the right people at your target accounts can feel like hunting for a black cat in a dark room. You don't need more contacts—you need the right decision makers, mapped clearly so you don't waste time barking up the wrong tree. This guide will show you, step by step, how to use Enlyft contact info to actually map out decision makers in the accounts you care about. No fluff. Just what works, what doesn’t, and what you can safely ignore.
Step 1: Get Clear on Who You Actually Need
Before you start pulling lists, let’s get something straight: blasting emails to everyone with “manager” in their title is a waste of your time (and theirs). The best sales and marketing teams know exactly who they need:
- Who signs off? (Budget holders, VPs, Directors)
- Who influences? (Department heads, technical leads)
- Who uses? (Actual end users, if relevant)
Pro tip: Write this down somewhere before you log into Enlyft. You’ll need to filter ruthlessly later. If you’re unclear, talk to your current customers—ask who was actually in the room when they made the buying decision.
Step 2: Build Your Target Account List
Don’t let tools distract you from the basics. Your “target accounts” should be companies that actually fit your ideal customer profile—not just whoever downloaded your last whitepaper.
- Start with a list: Most teams use spreadsheets, a CRM, or even a napkin. Just make sure it’s real companies, not random leads.
- Refine by fit: Company size, geography, industry, tech stack—Enlyft is strong at filtering by things like technologies in use.
- Keep it focused: 20-50 good accounts beat 500 random ones, every single time.
If you’re starting from scratch, Enlyft’s company filters can help you find new accounts, but don’t trust any tool’s “fit” score blindly. Double-check your list and sanity-check the companies.
Step 3: Use Enlyft to Find the Right Contacts
Here’s where Enlyft comes in. Their database gives you names, titles, and (sometimes) emails for people at your target companies. But don’t expect magic: data is always imperfect. Here’s how to get the most out of it:
- Set up your filters:
- By company (from your list)
- By job title/role (see Step 1)
- By department (e.g., IT, Marketing, Finance)
- Pull the contact info: Export or save the data. Don’t get greedy—focus on quality, not dozens of irrelevant titles.
- Reality check: Spot-check at least a handful of contacts. Does “IT Manager” really seem like an IT decision maker at a 10,000-person company, or just a junior admin? Titles lie.
What works: - Searching for specific seniority levels (VP/Director/CXO) is usually more accurate than just “Manager.” - Use both title and department filters together.
What doesn’t: - Relying on “decision maker” tags or built-in scores. These can be all over the place. - Pulling every contact in the company—unless you love sifting through noise.
Step 4: Map the Decision Makers (Not Just the Contacts)
This is the part most people skip: actually mapping out who does what in your target accounts.
How to Map:
- Group contacts by company: Simple spreadsheet, CRM, or even pen and paper.
- Identify likely roles: Who’s the exec sponsor? Who’s the technical evaluator? Who owns the budget?
- Fill in the gaps: If Enlyft only gives you partial info, use LinkedIn or the company website to flesh out the org chart.
- Make contact notes: Add any info you can find—recent job changes, mutual connections, projects they’ve led. This comes in handy when reaching out.
Pro tip: Don’t assume org charts are set in stone. Companies love to shuffle titles and responsibilities. Your map is a starting point—expect some surprises.
What to Ignore:
- Random contacts: You do not need every manager’s email. Stick to your list.
- Perfect org charts: You’re not an investigative journalist. Map the basics and move on.
Step 5: Sanity Check Your Map
Before you start reaching out or building campaigns, double-check your work:
- Do you have real decision makers? Or just “analysts” and “coordinators”?
- Are there gaps? Missing a key department (e.g., IT, Finance)? Go back and fill in.
- Does the map make sense? Would you bet $100 this is how the company actually buys?
If you’re unsure, check LinkedIn for reporting lines. Or, if you’re gutsy, just ask your contact—“Hey, who else is involved in decisions like this at your company?” You’d be surprised how often people will tell you.
Step 6: Keep It Simple (and Updated)
A “decision maker map” is a living thing, not a one-and-done exercise. Companies change. People leave. Your map will get stale.
- Update as you go: Every time you get new info (from a call, email bounce, or news alert), update your map.
- Don’t overcomplicate: You don’t need a fancy tool. Spreadsheets work. The point is clarity, not perfection.
- Review before outreach: Before sending that big campaign, double-check you’re hitting the right people.
What works: - Regularly pruning your contact lists. - Using notes to capture new org info as you learn it.
What doesn’t: - Building a beautiful map and never looking at it again. - Blindly trusting any single data source—even Enlyft.
Pro Tips and Honest Truths
- No tool is perfect. Enlyft’s data is better than most, but no one has a crystal ball. Always cross-check with public sources.
- Titles are messy. “VP” at a 50-person company might mean something very different at a Fortune 500.
- Don’t get paralyzed. It’s better to have an 80% accurate map and start reaching out than to wait for perfection.
- Respect privacy and compliance. Don’t spam people. Always follow the rules and best practices.
Wrapping Up: Don’t Overthink It
Mapping decision makers isn’t rocket science, but it does take a little discipline and a willingness to question the data you get—even from tools like Enlyft. The goal isn’t a perfect org chart. It’s clarity on who you need to reach, so you can avoid wasted effort and awkward introductions.
Start simple, iterate as you learn, and remember: most of your competitors are just blasting emails to anyone with a pulse. You can do better—with a little mapping and a lot of common sense.