> ## Documentation Index
> Fetch the complete documentation index at: https://docs.salestools.io/llms.txt
> Use this file to discover all available pages before exploring further.

# Define Ideal Customer Profiles for Precise Targeting

> Build named ICP profiles with firmographic filters and a narrative field so Sally and your campaigns always target the right accounts.

An ICP (Ideal Customer Profile) is the shape of a company worth your time: the industry, headcount, location, tech stack, and signals that tell Sally "this account belongs in the queue." Build a profile once in **ICP Targeting**, name it clearly, and reference it in any AI SDR agent, Prospector search, or campaign — so everything you run aims at the right accounts without re-entering the same filters.

Find ICP profiles in **AI Setup → Targeting → ICP Targeting**. Your profiles appear as pills at the top of the page; clicking a pill loads that profile's attributes and narrative in the detail panel to the right.

## What you can do

* **Stack multiple profiles** — keep one ICP per motion (for example, "RevOps · DACH · 50–200" and "Fintech · US · Series B+") and switch between them with the pill row.
* **Target on firmographics and signals** — combine seven attribute types to define exactly what a fit looks like.
* **Add a narrative with Sally's read** — write one paragraph that tells Sally what the ICP *feels* like, beyond what the filters can express.
* **Filter by scope** — view **All**, **Personal**, or **Team**-shared profiles.
* **Share with your team** (team managers only) so teammates can target the same profile without recreating it.
* **Bulk-manage** — enter Select mode to **Clone**, **Delete**, or **Export JSON** several profiles at once.
* **Reuse everywhere** — saved ICPs appear in the AI SDR builder's ICP picker and in Prospector, so your audience definition is consistent across every workflow.

## ICP targeting attributes

| Attribute            | What it targets                                                                                                                        |
| -------------------- | -------------------------------------------------------------------------------------------------------------------------------------- |
| **Industries**       | The sectors the company operates in, e.g. SaaS, Fintech, Healthcare.                                                                   |
| **Company size**     | Headcount ranges, e.g. 50–200 employees.                                                                                               |
| **HQ location**      | Where the company is headquartered. Use this for a strict geographic filter.                                                           |
| **Company presence** | Where the company operates — not necessarily where it is headquartered. Use this for "sells into EMEA."                                |
| **Revenue range**    | Estimated ARR bands.                                                                                                                   |
| **Technologies**     | Detected tech stack at the account, e.g. Salesforce, HubSpot, Snowflake.                                                               |
| **Skills**           | Skills present at the account via job postings or recent hires — a soft signal that an account is investing in the area you sell into. |

You do not have to fill every attribute. Add only the fields that define a genuine fit; an empty attribute simply is not used as a constraint.

## How to create an ICP profile

<Steps>
  <Step title="Open ICP Targeting">
    Go to **AI Setup → Targeting → ICP Targeting**. The left rail lists every AI Setup surface; the main area shows your existing ICP profiles as pills.
  </Step>

  <Step title="Start a new profile">
    Click **New profile** in the header. If you have no profiles yet, click **+ Add your first ICP**. A drawer opens on the right.
  </Step>

  <Step title="Name the profile and write Sally's read">
    Give the profile a descriptive name. A good pattern is **motion · region · size**, for example `RevOps · DACH · 50–200`. Then add **Sally's read**: one paragraph describing what this ICP feels like — why these accounts need what you sell, what pain they feel, and what good looks like.

    <Tip>Sally's read is the most impactful field in the profile. A strong narrative — "These teams are drowning in manual reporting, have a RevOps hire on the job board, and are mid-way through a CRM migration" — gives Sally the context to write opening lines that feel researched, not templated. Go beyond restating the filters.</Tip>
  </Step>

  <Step title="Add the targeting attributes">
    Fill the chip fields that define a fit. Type to search — each field suggests real values from the platform's data:

    * **Industries** — add the sectors you target.
    * **Company size** — add one or more headcount ranges.
    * **HQ location** — add the countries or regions where target companies are based.
    * **Company presence** — add the markets where target companies operate.
    * **Revenue range** — add the ARR bands that qualify an account.
    * **Technologies** — add the tools a target account is likely running.
    * **Skills** — add the skills that signal an account is investing in your space.
  </Step>

  <Step title="Share with your team (optional)">
    If you are a team manager, toggle **Share with team** so the profile appears in your teammates' ICP lists and becomes available in their agents.
  </Step>

  <Step title="Save the profile">
    Click **Add**. The profile appears as a pill and is immediately available in the AI SDR builder and Prospector.
  </Step>
</Steps>

<Note>**HQ location** and **Company presence** are intentionally separate. HQ matches where a company is incorporated or headquartered; Company presence matches where it has offices or operates. Use HQ for a strict "German company" target, and presence for "any company selling into EMEA."</Note>

## How to edit, duplicate, or delete a profile

<Steps>
  <Step title="Select the profile">
    Click its pill in the switcher row. The attributes and Sally's read load in the detail panel.
  </Step>

  <Step title="Edit it">
    Click **Edit ICP** to open the drawer. Edits auto-save about one second after you stop typing — watch the **Saved / Saving… / Unsaved** chip at the top of the drawer to confirm. The explicit **Save** button saves immediately and closes the drawer.
  </Step>

  <Step title="Duplicate it">
    With a profile selected, click **Duplicate** in the header to create an editable personal copy named with "(copy)" appended. This is also how you turn a read-only shared profile from a teammate into one you can edit freely.
  </Step>

  <Step title="Delete it">
    Open the profile and click **Delete** in the drawer, or use bulk Delete in Select mode. You are asked to confirm before anything is removed.
  </Step>
</Steps>

## How to bulk clone, delete, or export

<Steps>
  <Step title="Enter Select mode">
    Click **Select** in the profile row. The pills become checkboxes.
  </Step>

  <Step title="Check the profiles you want">
    Tick individual profiles, or use **Select all** in the action bar. A count shows how many you have picked.
  </Step>

  <Step title="Run a bulk action">
    Use the action bar to:

    * **Clone** — makes copies prefixed with "Clone - ".
    * **Export JSON** — downloads a dated `icp-profiles-YYYY-MM-DD.json` file. The file includes targeting fields only — no internal ownership flags — making it safe to share or back up.
    * **Delete** — removes selected profiles you own. Click **Done** to leave Select mode.
  </Step>
</Steps>

## How to put an ICP to work

<Steps>
  <Step title="Use it in an AI SDR agent">
    In the AI Builder, the **ICP picker** lists your saved profiles. Selecting one sets the agent's enrollment trigger so Sally only works accounts that match that profile's attributes.
  </Step>

  <Step title="Use it in Prospector and campaigns">
    Reference the same ICP when you run a Prospector search or build a campaign. Your audience definition stays consistent across every workflow — no re-typing filters each time.
  </Step>
</Steps>

<Warning>Very narrow ICPs can return zero matching accounts. If a search or agent audience comes back empty, widen a filter — loosen the company-size range or add a few more industries — and check the audience count before launching the agent.</Warning>

## FAQ

<AccordionGroup>
  <Accordion title="What's the difference between Personal and Team profiles?">
    A **Personal** profile is visible only to you. A **Team** profile has been shared by you or a teammate and appears in everyone's list. Use the **All / Personal / Team** scope filter to switch views. Only team managers can share a profile.
  </Accordion>

  <Accordion title="A profile shows 'Team · view-only' and I can't edit it">
    That profile was shared by a teammate, and only the owner can edit or delete it. Click **Duplicate** to create your own editable personal copy.
  </Accordion>

  <Accordion title="Do I have to fill in every attribute?">
    No. Add only the fields that genuinely define a fit. Industries plus company size is often enough to get started. An empty attribute is simply not applied as a constraint.
  </Accordion>

  <Accordion title="My edits don't seem to be saving">
    Editing an existing profile auto-saves about one second after you stop — confirm the chip reads **Saved**. A name is required to save. If you do not have the manage permission, mutations are blocked; ask a team admin to grant you access.
  </Accordion>
</AccordionGroup>

## Related

<CardGroup cols={2}>
  <Card title="Persona Profiles" icon="user" href="/ai-library/persona-profiles">
    Inside each target account, define who Sally writes to first.
  </Card>

  <Card title="Company Profiles" icon="building" href="/ai-library/company-profiles">
    Set the product you sell and the competitors Sally steers around.
  </Card>

  <Card title="Deep Research" icon="magnifying-glass" href="/ai-library/deep-research">
    Tell Sally what to read about an account before she writes.
  </Card>

  <Card title="AI Library Overview" icon="house" href="/ai-library/overview">
    See how targeting, research, and content settings fit together.
  </Card>
</CardGroup>