What happens once the profile is set?
The same rules decide every account, and your team's ratings sharpen them run by run.
01Scan
The profile is applied to the whole market.
Once your team confirms the profile, S1 agents look for companies that match it and show a buying signal inside its window: a sign the problem you solve has appeared. Most of the market falls away here.
02Check
Every account checked against every rule.
Industry, size, revenue, ownership, location and exclusions are checked for each company. An account is accepted with its dated signal, or rejected with the rule it failed.
03Weights
Fit, timing and reach, out of 100.
Each accepted account is scored: fit to your profile up to 45, timing of its signal up to 40 and reach into the buying committee up to 15. These are default weights, and you can change them.
04Your ratings
Your ratings shape the next version.
Your team rates accepted accounts as a good fit or not, and every reject keeps its reason. Ratings go into the next research brief, and reject reasons suggest profile changes that a person confirms, so each research run starts closer to the accounts you want.
How does an ideal customer profile find the customer’s problem?
Companies that look like your customers are not the same as companies with your customers’ problem. Size and industry say who could buy. A buying signal inside its window says who has a reason to act now.
So every rule in the profile has a job. Criteria keep out the companies you cannot help, signals show where the problem has appeared, and committee roles say who usually owns it. Every account is checked against the same rules, so your team works a focused set of accounts, each with a reason, instead of a raw list.
Target2.2×the average growth rate for companies running targeted, repeatable sales plays, against those that did not.Commercial Excellence Agenda, April 2025. 1,263 senior commercial executives in 18 industries.Source (opens in a new tab)What goes into the profile?
A company profile with sources
Offerings, problems solved, buyers and proof, read from your website, decks, case studies and won deals. Each item keeps its source, and drafts may only use claims your team has verified.
Company criteria
Must-have, nice-to-have and never rules for industry, size, revenue, ownership and location. Each rule says where it should be checked.
Buying signals with time windows
43 signal types in 10 groups, from People and Growth to Technology and Relationship. Each has a window, such as 60 days for hiring in a function or 180 days for a new executive.
Six buying-committee roles
Decision maker, economic buyer, champion, evaluator, entry point and introducer, each with what it cares about and the proof to mention.
Exclusions
Existing customers, accounts your team already owns, competitors and do-not-contact lists are never researched as prospects.
Versioned, with your decisions marked
Every change is saved as a new version, and rules your team set are labeled "Client decision". Research always uses the current version.
SalesOne product specification, October 2026.
Who does what?
S1 agents do the homework. Your team builds the relationship.
S1 agents
Read your material, propose criteria, signals and roles, and record a source for every claim.
A person on your team
Sets the rules, confirms the claims and rates the accounts that come back.
Never
Uses a claim your team has not verified, or researches a company on your exclusion lists.
Where this fits in the loop
01
ProfileWho you are, what you sell, your proof
02
Target
Your ideal customer, written as rules
03
ResearchEvery account, from dated sources
04
ScoreFit, timing, reach and who decides
05
SequenceA plan and a week of steps per account
06
EngageOutreach your team approves
07
CloseMeetings booked, the brief attached
08
RefineEach run builds on the last
Questions buyers ask
What is an ideal customer profile in SalesOne?
In SalesOne, an ideal customer profile is a set of rules applied to every account: company criteria, buying signals with time windows, six buying-committee roles and exclusions. It replaces a persona slide with something that can be checked, account by account.
What is an ICP scoring model?
An ICP scoring model ranks accounts by how well they match your ideal customer. SalesOne scores each qualified account out of 100: fit to your profile up to 45, timing of its buying signal up to 40 and reach into the buying committee up to 15. You can change the weights.
What is the difference between ICP scoring and lead scoring?
ICP scoring rates a company against your ideal customer profile. Lead scoring rates a person, usually by what they clicked or downloaded. SalesOne scores accounts, then maps the people in each one.
What is the difference between an ideal customer profile and a buyer persona?
An ideal customer profile describes the companies worth selling to. A buyer persona describes the people inside them. In SalesOne the profile holds both: company criteria and signals, and six committee roles with what each cares about.
Do I have to write the profile myself?
No. S1 agents draft it from your company profile and your best customers, and your team edits and confirms it. Rules you set are marked as client decisions.
Which buying signals does SalesOne track?
SalesOne's catalog has 43 signal types in 10 groups: People, Growth, Corporate change, Financial pressure, Hiring, Technology, Regulation and risk, Commercial, Public statements and Relationship.
Related reading
- What is an ideal customer profile?
Guide
- B2B ideal customer profile template
Template
- ICP scoring: fit, timing and reach
Guide
- Account scoring matrix
Template
- What is signal-based selling?
Guide
- People buying signals
Signal library
See which companies have a problem you solve.
Bring your offer and one customer you would like more of. We will show you the accounts that fit, what changed at each one, who owns the problem, and the point of view your team would walk in with.