Mapping Decision Makers to Site Locations: How AI-Powered Data Is Fueling Smarter Account Farming

If you're in B2B Sales or Marketing and selling into multi-location businesses — you already know the pain.

An AE finally lands the big fish. That flagship account closes. Gong hits. Slack lights up. Champagne emojis fly.

But then... crickets.

Everyone celebrates the logo win, but the real growth opportunity — unlocking expansion revenue across branches, campuses, plants, or retail sites — is where the battle actually begins. And traditionally, that battle has been waged by AE’s and SDRs armed with little more than LinkedIn, Google, and brute force.

They’re expected to reverse-engineer the org, figure out who’s running the show at each location, build local champions from scratch, and pitch as if they’re starting from square one — again and again.

It’s manual, it’s slow, and it’s wildly inefficient.

In fact, it’s kind of like the early days of agriculture — before the invention of combines, GPS tractors, or even steel plows. You had to plant each seed by hand, hoe each row, pray for rain, and hope the labor paid off. Some fields yielded crops, others didn’t — but it was impossible to know until you put in the backbreaking work.

That’s what expansion looks like today for most revenue teams: old-school farming.

You're asking your reps to plow the fields of massive enterprise accounts, location by location, with nothing but a digital shovel and a vague map of where the barn might be.

But what if there were a better way?

What if you had a modern combine — a machine built to harvest expansion opportunities at scale, by mapping decision-makers to their actual site locations, automating the heavy data lifting, and handing reps the keys to regional buying centers before they even send a first email?

Welcome to Farming 2.0, powered by LeadGenius.

Why Expansion Gets Stuck Post-Sale

Once a parent account is sold, the real gold is in identifying buying centers at other locations. Maybe it’s the regional VP at the Dallas plant. Or the IT director overseeing five hospitals in the Midwest. In many industries, site-based decisions are the norm — not the exception.

But the process to map decision makers to their related locations has been messy, fragmented, and mostly ignored unless there’s a major upsell on the line.

Until now.

LeadGenius Is Changing the Game: Site-Level Decision Maker Mapping at Scale

We recently partnered with a global services company that needed to expand inside a top-tier customer with hundreds of active branches across the U.S. They had solid traction at HQ — but couldn’t break into the rest of the org.

Using our AI + human intelligence model, LeadGenius geo-tagged every location, mapped each back to the corporate hierarchy, and delivered a list of verified decision makers specific to each site. The result?

➡️ 97% accuracy rate on mapped decision-makers➡️ Regional buying centers fully unlocked➡️ Major pipeline expansion — without draining AE bandwidth

This isn’t just contact data. It’s location-aware, role-specific, and tied to real business intent.

Why It Matters: Site-Level Influence is Real

In industries where decentralized decision-making is baked into the buying process, you can’t rely on one champion at HQ to get the job done.

This approach is especially powerful in verticals like:

• 🏥 Healthcare & Hospitals – Each facility may have its own procurement, IT, or operations lead.
• 🏭 Manufacturing – Plants often make tooling, security, or software decisions locally.
• 🛍️ Retail Chains – Store rollouts, POS systems, and marketing programs are often piloted by region.
• 🏦 Banks & Financial Services – Regional branches act as separate buying centers.
• 🍔 Restaurants & Franchises – Franchise owners may hold decision power for local tech, signage, or staffing tools.

The old way? AE’s spend weeks manually mapping out org charts, cross-referencing locations, and praying for a champion to introduce them downstream.

The new way? LeadGenius delivers site-specific org maps and decision-maker intelligence in one clean package — tailored by region, role, and buyer behavior.

From Farming to Forecasting: Smarter Expansion Starts With Better Data

Account expansion shouldn’t be a game of darts in the dark. With accurate decision-maker-to-location mapping, GTM teams can:

• 🎯 Target local influencers and champions
• 📍 Personalize outreach by site or region
• 💰 Prioritize high-propensity locations for faster pipeline creation
• 🔁 Automate recurring upsell and cross-sell plays

Ready to Stop Guessing?

If your team is selling into accounts with multiple branches, facilities, campuses, or stores — we should talk.

Let us show you how bespoke location mapping and decision-maker identification can turn your existing customers into revenue ecosystems.