Often the sales team believes they are talking to the “right person”. But in practice, it's just talking to a user without decision-making power or with someone who influences, but it doesn't approve the purchase.
According to Gartner (2023), on average 6 to 10 people participate in a B2B buying process. This means that the journey rarely depends on a single contact. And when the mapping is wrong:
A Forrester study (2024) shows that 65% of missed opportunities occur because the commercial team failed to involve the right decision maker in time.
Before talking about AI, it's important to separate the roles that make up the decision journey:
The success of a business strategy depends on Map these three levels and build appropriate approaches for each one.
Traditionally, sales teams try to identify these profiles in three ways:
This process is time-consuming, flawed, and not very scalable.
AI brought powerful tools to identify, in minutes, what used to take days: Who are the decision makers, users, and influencers on each account.
AI crosses data from multiple sources—LinkedIn, corporate websites, public organization charts, press reports—to identify a company's hierarchical structure.
It's not enough to know the position. AI analyzes descriptions, keywords, and even digital interactions to determine if a Head of Sales, for example, acts as a decision maker or just an influencer in technology purchases.
AI monitors movements that reveal purchase intent:
These signs help identify Who is driving the change within the company.
Every interaction recorded in the CRM feeds the AI models. Thus, AI Agents continuously learn who really decides in each segment and company size.
At Nuvia, the AI Agents Allbound were designed to eliminate this bottleneck. They:
Imagine an Edtech that sells corporate training solutions.
Without AI, the sales team spends weeks talking to coordinators who like the solution, but They don't have a budget.
With Nuvia AI Agents, the right decision makers are identified early on, shortening the sales cycle by up to 40%.
According to McKinsey (2024), companies that use AI to map decision makers register 35% more qualified meetings and 25% more conversions.
B2B prospecting is no longer a guessing game. Identifying who truly has decision-making power or influence is a matter of survival.
With AI and Nuvia AI Agents, this process becomes automatic, fast and assertive, allowing companies to direct efforts to the right people at the right time.
👉 Summary in one sentence:
AI is the key to transforming the mapping of decision makers, users, and influencers into a precise and scalable process - and Nuvia It already delivers this today.