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The Seller Profile is the strategic “DNA” that powers ShiftUp’s AI-driven account plans and opportunity strategies. It serves as the foundational intelligence layer that teaches the AI who you are, what you sell, and who you sell to.

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How it’s Generated

The Seller Profile is generated through deep web research that gathers evidence from company websites, press releases, industry publications, and other sources. You may need to refine your Seller Profile to prioritize certain offerings or highlight specific ICP characteristics.

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Multiple Seller Profiles

Some organizations find it necessary to maintain multiple Seller Profiles when they have sales teams selling diverse product lines that address different Ideal Customer Profiles (ICPs). You can customize profiles for different business units, product lines, or regions to get more targeted insights.

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The Strategic Impact

Once activated, your seller profile powers all AI-generated Account Plans and Sales Strategies, ensuring every recommendation is grounded in your actual capabilities and target market. The Seller Profile:
  • Tailors the research to focus on opportunities relevant to your ICP
  • Grounds all strategy hypotheses in your actual capabilities
  • Identifies alignment opportunities between your offerings and buyer needs
  • Ensures strategies are realistic and actionable for your sales motion
  • Prioritizes stakeholders who match your buying committee patterns

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Company Profile

The Company Profile is a concise definition of your market position and commercial capabilities.
  • Value Proposition: A clear statement of the business problems you solve and the unique value you deliver.
  • Key Products/Services: A summary of the key offerings and services relevant to the strategy.
  • Market Differentiation: Your “Competitive Moat”—the reasons why you win against competitors or internal builds.

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Ideal Customer Profile

An Ideal Customer Profile (ICP) is a blueprint of your best-fit customers, enabling AI to identify high-propensity opportunities.
  • Firmographics: Target industries, company sizes, and geographic focus.
  • Technographics & Personas: The specific technology stacks you complement and the key personas (and their associated pains) you serve.
  • Buying Mechanics: Typical buying triggers, decision processes, and common objections you encounter in the field.
  • Success Benchmarks: The specific metrics (e.g., ROI, efficiency gains) that your best customers use to measure your impact.

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Files

Attach reference material to a Seller Profile so ShiftUp agents can use it. Good candidates include price books, case studies, playbooks, and sales decks. ShiftUp Intelligence reviews every supported file when it generates the profile. After that, the ShiftUp agents that work for the profile read the files as reference material. These include pipeline agents, chat, and the agents that build account plans and strategies. Files is on by default for every org.

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Supported files

  • Types: PDF, Word (.docx, .doc), PowerPoint (.pptx, .ppt), text, Markdown, CSV, Excel, JPG, and PNG.
  • Size: up to 100 MB per file. Larger files stay in Salesforce but agents can’t use them.

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Add files

You can add files in two places:
  • When you create a profile: use the Files card on the create form and click Add File. You can add up to 50 files here. ShiftUp links them to the new profile before AI generation starts, so the generated profile draws on them. If you leave the form without saving, ShiftUp deletes the files you added there.
  • On an existing profile: open the profile’s Files tab and click Upload File.

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Agent access

The Agent access column on the Files tab shows whether agents can use each file:

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Sync files

Click Sync files on the Files tab to update agents with files added or removed outside the tab. Files you upload or delete from the Files tab sync automatically. After a sync, removed files are no longer available to new agent runs.