1. Start with the problem
Write down the specific business problem you solve. Describe the situation that makes it urgent, without assuming every company in a sector has the same need.
THE ZELQO FIELD GUIDE
A smaller audience can lead to a better conversation.
A useful ideal customer profile is a decision tool. It should help you say who to focus on, why the fit matters and what to exclude.
Guide · 4-minute readTry lead search2. Define the company shape
Choose a reasonable industry, employee range and market. In the demo, try SaaS companies with 50–200 employees in the UK. Treat this as an example rather than a recommended market.
3. Find the person closest to the decision
Identify who owns the problem, who uses the solution and who approves a purchase. Job titles are clues, not guarantees.
4. Add evidence and exclusions
Document the signals that would strengthen the fit and the conditions that make a prospect unsuitable. Avoid treating a high score as proof of intent.
5. Test a short list
Use a small set of prospects to learn whether your assumptions match reality. Update the profile based on actual conversations, not just response counts.
FIND BETTER LEADS. CLOSE SMARTER.
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