When you're dealing with B2B and long sales cycles, you probably know that your deal is not based on one person but on a group in which each one will contribute to the deal’s success in another way.

The days to reach only the Decision-Maker is no longer the most important step to closing a deal.
Upon your team engaging with the Contact from the company you have targeted, change this Contact into an Account. Generate 5-9 new contacts from multiple departments and multiple positions on the targeted company. Then build a short sequence of a Marketing Funnel and initiate the digital relationship right away.

This will provide your sales team a heads up nurturing and awareness with this group which might be involved in the deals or even is the one who will be in your favor.