Finding the Right Person in the Buying Unit

In B2B sales, it’s rarely just one person making the decision. That’s why Stairoids focuses on identifying the full buying unit — and helps you zoom in on the right individual to engage with first.

This article shows you how to find the right person inside a company, based on behavior, role, and relevance — so you can take the right action at the right moment.

👥 What Is a Buying Unit?

A buying unit is the group of people inside a company who influence, block, or decide on a purchase.

Roles typically include:

• Decision makers (e.g. Head of Sales, CMO)

• Influencers (e.g. Marketing Managers, Growth Leads)

• End users (e.g. SDRs, Marketing Ops)

• Champions (e.g. someone who used your product elsewhere)

• Blockers (e.g. gatekeepers or status quo defenders)

🧠 How Stairoids Helps You Identify the Right Person

Stairoids tracks digital signals and maps the buying unit automatically using:

• Job title + seniority from LinkedIn

• Behavioral signals (likes, profile views, website visits, ad clicks)

• Connections (e.g. who viewed your profile or liked your post)

• Manual input (hearts, assignments, filters)

You’ll see all detected contacts per company — prioritized by engagement and intent.

❤️ Use Hearts to Identify Key People

If you heart enough contacts over time (e.g. 100+), Stairoids will learn:

“These are the personas this user cares about most.”

As a result, future contacts will be automatically ranked based on similarity — helping you spot the right person faster in every new account.

💡 It’s a self-learning system at the contact level.

🔎 Where to Look

To find the right person in a company:

1. Open the company card (Approved or Suggested)

2. Scroll to the Contacts section

3. Look for:

   • High Intentional Wire Scores

   • Hearted or assigned contacts

   • Signals like profile views, likes, ad clicks

4. Take action:

   • Heart the contact

   • Assign the contact to a team member

   • Send a connection request or message

💡 You can also use filters to search across companies for specific roles (e.g. “Marketing Directors with IWS > 80”).

✅ Best Practices