How to create detailed prospect profiles in Humantic for enterprise sales

If you're in enterprise sales, you already know the basics: cold emails don’t cut it, and generic pitches get ignored. You need to understand your prospects—really understand them—if you want to win deals that matter. This guide is for salespeople, sales ops folks, and anyone else who needs to create prospect profiles that actually move the needle, not just tick a box.

We’re digging into Humantic, a tool that promises to deliver “personality AI” to help you connect and convert. I’ll walk you through how to create detailed, useful prospect profiles, call out what works (and what’s just marketing), and show you how to get real, usable insights—without wasting time.

Step 1: Set Up Humantic (and Set Expectations)

Before you start, get real about what Humantic can and can’t do. It pulls in data—from LinkedIn, sales platforms, and more—to predict personality, communication style, and buying behavior. It’s not magic, and it’s not always right, but it beats guessing.

What you need: - A Humantic account (the paid version is basically required for enterprise work) - Access to your target prospects’ LinkedIn profiles or email addresses - Integration with your CRM (Salesforce, HubSpot, etc.) if you want profiles to show up where you work

Pro tip:
Don’t expect a full psych eval. Humantic gives you data points, not gospel truth. Treat it as a starting point.

Step 2: Import Prospects—Don’t Overthink It

You can add prospects to Humantic in a few ways: - LinkedIn Chrome extension: Quickest for one-offs and small batches. Just visit a prospect’s profile, click the Humantic button, and let it do its thing. - Bulk upload via CSV: Good for lists. Export your leads from LinkedIn Sales Navigator or your CRM, then upload. - Email enrichment: If you’ve got a list of emails, Humantic can try to match them to profiles (hit-or-miss, but worth a shot).

What works:
The Chrome extension is dead simple. Bulk upload is decent, but don’t expect 100% match rates, especially for folks with sparse online footprints.

What to ignore:
Don’t waste time hand-tweaking every profile for accuracy. Accept some gaps. If you’re spending more than a couple minutes per prospect, you’re overdoing it.

Step 3: Understand the Humantic Profile—What’s Useful, What’s Fluff

Each Humantic profile spits out a bunch of stuff. Here’s what matters for enterprise sales:

1. Personality Type (DISC, Big Five, etc.):
- Tells you if the prospect is more direct or consensus-driven, risk-tolerant or cautious. - Use this to tailor your pitch style—not your entire strategy.

2. Communication Style:
- Preferences for email vs. phone, long-form vs. bullet points. - Can help you get replies, especially with senior folks.

3. Buying Triggers and Red Flags:
- What motivates this person? What do they hate? - These are educated guesses, not hard rules. Treat them as clues, not commandments.

4. Social Insights:
- Interests, recent posts, and “shared connections.” - Sometimes helpful for warm intros or icebreakers, but don’t force it.

What works:
- The personality/communication sections are surprisingly on point about half the time, especially for active LinkedIn users. - The “how to pitch” tips can help you avoid rookie mistakes (like sending a wall of text to a blunt operator).

What doesn’t:
- The social/interest stuff is often generic. Don’t build your entire outreach around “loves dogs and leadership podcasts.” - The match rate drops for obscure roles or people with minimal online presence.

Step 4: Layer on Your Own Context

Humantic’s data is a leg up, but it’s not a substitute for research. Here’s how to add real-world context:

  • Company priorities: What’s their business trying to solve right now? Use earnings calls, press releases, and recent LinkedIn activity.
  • Org chart: How much power does this person have? Humantic won’t tell you if they’re a gatekeeper or a real decision-maker.
  • Buying process: Is this a consensus sale? One-person show? Map out the stakeholders.
  • Past deals: If you’ve sold to similar companies or roles, pull in notes and what worked (or didn’t).

Pro tip:
Create a simple template—Humantic data on one side, your own notes on the other. Don’t fall into the trap of “analysis paralysis.” You want insight, not a novel.

Step 5: Build the Profile—Keep It Actionable

Now, actually build your prospect profile. Here’s a structure that works:

1. Snapshot (2-3 sentences):
Who is this person, what’s their role, and what’s their likely buying style?

2. Key Personality Insights (from Humantic):
- DISC type or comparable - Preferred communication style - Motivators and deal-breakers

3. Company Context (your own research):
- Current priorities, pain points, or initiatives - Where this person fits in the org

4. Action Plan:
- How you’ll reach out (channel, tone, length) - What value you’ll focus on - Who else needs to be involved

Example:

Snapshot:
Sarah, VP of IT at Acme Corp, is a high-D (dominant/direct) type who values efficiency and results. She’s likely to respond best to concise, numbers-driven pitches.

Key Personality Insights:
- Direct, doesn’t like small talk - Prefers email, bullet points, and clear next steps - Motivated by operational gains, hates vague claims

Company Context:
- Acme is rolling out a cloud migration; security and scalability are top concerns. - Sarah reports to the CIO, but owns the vendor shortlist.

Action Plan:
- Reach out via email, keep it under 150 words - Lead with security ROI and fast implementation - Loop in CIO only after Sarah engages

What works:
A short, brutally practical profile like this gets used. Long dossiers get ignored.

What doesn’t:
Copy-pasting Humantic’s auto-generated blurbs without adding your own take is a waste of everyone’s time.

Step 6: Bring Profiles Into Your Workflow

It’s only useful if your team actually uses it. Here’s how to make that happen:

  • CRM integration: Set up Humantic’s integration so profiles show in Salesforce/HubSpot. Saves clicks, increases adoption.
  • Share profiles: When prepping for calls, drop your summary in Slack or email. Make it part of your deal review, not a separate “research document.”
  • Iterate: After every call or interaction, jot down what worked and what didn’t. Adjust your template. Over time, you’ll get sharper and faster.

What works:
Integrating with your CRM is worth the setup. If reps have to hunt for profiles, they won’t bother.

What doesn’t:
Making profiles a “research task” for junior reps to complete and file away. If it’s not used in meetings and outreach, it’s just busywork.

Step 7: Avoid the Traps

A few honest warnings:

  • Don’t treat AI as a crystal ball. Humantic is helpful, but it’s wrong sometimes. Always verify against what you learn from real conversations.
  • Don’t over-personalize. Some prospects care less about your tailored intro and more about whether you actually solve their problem.
  • Don’t let perfection slow you down. Good profiles help close deals; perfect profiles just gather digital dust.

Keep It Simple—And Keep Iterating

Detailed prospect profiles are a secret weapon, but only if they’re simple, actionable, and actually used. Humantic can help, but it’s not magic. Start small, focus on what’s practical, and tweak as you go. The best sales teams use tools like this to get smarter—not to impress their boss with a 10-page PDF. Now go close something.