Most rejected B2B accounts failed on timing, not fit, according to one team's research

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SalesOne, a B2B account research firm, checked 1,051 candidate companies against customer profiles in October 2026 and rejected 802 of them. Of those rejections, 67.1% lacked a qualifying recent event such as a new executive or acquisition, meaning many were viable but not yet ready for outreach. Only 2.7% failed on industry, since searches were already built from profile industries, while size and ownership issues accounted for a further share that filters could not catch. The company also found that 88% of rejection reasons included a date, which allows them to be rechecked later. It recommends logging every rejection with a rule, a readable reason, and evidence in a database table, so that the reasoning stays traceable over time.

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