Wondering why your lead generation efforts aren't landing sales? In this episode, I'm sharing the key difference between decision makers and influencers in corporate organisations - and why targeting the right people will transform your business. Consistency matters and so does knowing who truly holds the budget and sign-off power. Build relationships, but be strategic.

You'll learn why consistency trumps any "magic" lead generation method, and how focusing your energy on the right contacts can be the difference between wasted time and revenue growth. Whether you're a coach, consultant, speaker, or trainer looking to supplement your lead generation, this episode goes deep into practical strategies—and offers actionable advice to help you build relationships that truly move the needle for your business.

Ready to unlock the secrets to better B2B sales and start this year off strong? Tune in, get inspired, and learn how to have more impactful conversations (and more closed deals) with the people who count.

Key Takeaways:

• Qualified Lead vs. Influencer: Decision makers are those with the job title, remit, and budget autonomy to actually buy your services. Influencers may champion you internally or help you understand organisational needs—but without buying power, your efforts might not convert to sales.

• Volume and Consistency Matter: Lead generation isn't about finding a single "magic bullet" strategy. Whether you use email, LinkedIn, networking, or speaking gigs—consistency in executing your method and clear targeting are what drive results.

• Don't Get Stuck on Dead-End Relationships: If you're spending hours on calls with people who love your insights but never have purchasing authority, it may be time to re-evaluate your prospect list. Pouring energy into non-reciprocal relationships is wasted time (and money).

• How to Qualify a Decision Maker: Ensure your contacts tick these boxes:

• Their job title aligns with responsibility for your expertise.

• They hold autonomous budget.

• They have sign-off power for purchases.

• Influencers Still Matter—Just Differently: Influencers can introduce you to decision makers or champion your offer internally. But remember, if a relationship isn't productive or mutually beneficial, set boundaries so your focus stays on revenue-generating prospects.

Key Quotes;

The Real Challenge of Lead Generation "One of the major challenges is that people aren't always generating the right kind of leads." 00:03:0100:03:05

Why Your Outreach Isn't Getting Results "If you haven't worked on the quality and volume and targeting pieces of whatever, whatever outreach strategy you employ, whether it's email, whether it's LinkedIn, whether it's speaking, whether it's networking, whether it's any executive effort, you are not going to see the result you want." 00:17:2300:17:41

The Hidden Pitfall in Sales Strategies Quote: "Most people are not doing that in their sales process and as a result, it means their sales process is stalled. And it means that they're, I'm going to use the phrase wasting time because they're spending lots and lots of time and energy on cultivating relationships with influencers who are not going to be able to push them up the chain to the, to the actual sale." 00:23:5100:24:16

The Importance of Building Relationships Across All Levels "Even junior employees are important to know because one day they will get jobs that are in leadership positions where they are a decision maker. So it's important to create relationships with everybody." 00:37:5200:37:54

Key Resources Mentioned in this Episode:

Cold & Sold Bundle: Secure your spot at Converting Corporates 2026, get a year's inbound leads, plus access to the popular Cold to Closed course (8 sales calls in 4 weeks, anyone?) .https://smartleaderssell.thrivecart.com/cold-and-sold-bundle/

Episode sponsored by The Expert Services Directory: A key resource for coaches / consultants / trainers and done-for-you service providers to generate inbound leads. Access The Expert Services Directory here https://bit.ly/ExpertServicesDirectory and use code PODCAST for a special bonus.

If you've enjoyed listening to Are you speaking to decision-makers or influencers (& why it matters!) check out these episodes.

Generating Corporate Leads https://sellingtocorporate.com/podcast/stc002-generating-corporate-leads/

How to find the right decision maker in corporate organisations

https://sellingtocorporate.com/podcast/stc022-how-to-find-the-right-decision-maker-in-corporate-organisations/

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Content Disclaimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.