Beyond the Logo: Finding Decision Makers
Knowing a company is a fit is half the battle — you still have to reach the right person. InsightSignal’s data network now includes a contact directory built to surface decision-makers by seniority. Better people, automatically, with nothing to set up.
You don’t sell to a logo. You sell to people.
A verified, A-grade company is a great place to start a conversation. It is a terrible place to end one. Because nobody at that company is going to take your call as “the company” — they’re going to take it as a person, and in B2B there is rarely just one. Gartner’s research puts the typical buying group for a complex B2B solution at six to 10 decision-makers, each gathering their own information and bringing their own agenda. The same research finds buyers spend just 17% of their total buying time meeting with potential suppliers — split across every vendor in the running.
Do the math and the window with any single rep is tiny. Which makes who you spend it on the whole game. A perfect company match with a generic info@ inbox attached, or a junior IC three levels below the buying decision, isn’t a lead — it’s a research project you haven’t started yet. Finding the right company is the easy half. Finding the right human inside it is the half that actually moves pipeline.
The people half of sourcing just got stronger
Sourcing is what powers Find More Like This: you hand InsightSignal a few of your best customers, it builds an Ideal Customer Profile, and it pulls matching candidates from its built-in data network before verifying the ones you keep. Until now, the network was strongest at the company question — which businesses look like your winners.
That network now includes a contact directory tuned to the other question: who to actually call. It is strong at surfacing decision-makers by seniority — owners, VPs, directors, managers — at a matched company, so the pool you review comes back with better people in it, not just better companies.
Built in, not bolted on
Here is the part that matters most: there is nothing for you to do. The directory is one provider inside managed sourcing, not a separate tool you connect or a key you manage. When you run Find More Like This, InsightSignal automatically queries multiple independent providers, blends and deduplicates the results, and hands you the pool. The directory simply makes the people half of that pool deeper.
You don’t switch it on, pick it from a menu, or pay for it separately. It is part of the network you already source through — it just quietly raises the odds that the candidates you get are people worth reaching.
See where every candidate came from
Automatic doesn’t mean opaque. On the candidate-selection screen, the Source column labels each candidate by the provider that surfaced it — you’ll see values like “Aggregated”, “Hybrid”, and “Directory”. So when a name comes from the decision-maker directory, you can see it at a glance, right next to the ranking score, before you spend anything verifying it.
Complementary by design
The providers in the network are deliberately different from one another. Some are firmographic — they’re built to find companies that match your profile. The directory is contact-first — it’s built to find the right people at those companies. You don’t choose between them or tune them individually; InsightSignal blends them so the company signal and the people signal reinforce each other and you get the best coverage of both.
That’s the point of a network rather than a single source: no one provider is good at everything, so you don’t bet your pipeline on one.
Sourcing finds them. Verification proves them.
A name from the directory is a candidate, not a fact — so it earns its place the same way every other lead does. Directory-sourced contacts run through the exact multi-source verification and grading InsightSignal applies to anything else: the data is checked against multiple independent sources before it reaches your Companies and People lists with a grade attached.
Worth saying plainly, because it’s the most common point of confusion with any sourcing feature: better sourcing doesn’t change what verification costs. Surfacing candidates is what the directory improves; verifying the ones you keep still uses credits at the normal rate. You’re paying to prove the people, not to find them — and now the people worth proving are easier to surface in the first place. For how grades work, see understanding InsightSignal grades.
Pipeline moves on people, not logos
A list of great-fit companies feels like progress, but pipeline doesn’t move on company names — it moves on conversations with specific humans who can say yes. The intelligence layer’s job is to surface that human, not to hand you a logo and leave you to dig. That’s what a contact directory inside sourcing is for: it closes the gap between “this company is a fit” and “here is the person to talk to.”
New to sourcing? Start with how to use Find More Like This, then see how sales teams use InsightSignal for prospecting. Or watch it run on your own winners at signal.insightopus.com — or book a demo.
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