Glossary
105 definitions across 8 themes. Reference vocabulary for outbound, ICP, account-based selling, B2B data, GTM, RevOps, sales roles, and AI prospecting.
A
- B2B data & enrichment
Account enrichment
Account enrichment is the process of augmenting CRM records with third-party data to create a complete and actionable view of target accounts.
- Sales roles
Account Executive
An Account Executive is a quota-carrying sales role responsible for managing the full sales cycle and closing new business with qualified prospects.
- Sales roles
Account Manager
An Account Manager is a quota-carrying sales role responsible for managing and growing revenue from existing customer accounts after the initial sale.
- Account-based & key accounts
Account mapping
Account mapping is the process of visually identifying key stakeholders, their roles, and reporting relationships within a target company to navigate complex deals.
- Account-based & key accounts
Account planning
Account planning is the structured process of analyzing a target company's goals and stakeholders to create a strategic plan for sales engagement.
- ICP & segmentation
Account prioritization
Account prioritization is the process of ranking target accounts to determine where sales teams should focus their immediate efforts and resources.
- Account-based & key accounts
Account research
Account research is the process of gathering and analyzing information about a target company before initiating sales outreach or conducting a meeting.
- Account-based & key accounts
Account-Based Marketing
Account-Based Marketing (ABM) is a go-to-market strategy that focuses marketing and sales resources on a defined set of high-value target accounts.
- Account-based & key accounts
Account-Based Selling
A sales strategy where teams focus intensive, coordinated resources on a small list of high-value target accounts instead of chasing individual leads.
- AI & vibe prospecting
Agentic sales
Agentic sales is a B2B sales model where autonomous AI agents execute complex, multi-step tasks like research, outreach, and lead qualification.
- AI & vibe prospecting
AI account research
AI account research uses an autonomous agent to automatically compile a detailed brief on a target company, replacing manual pre-call preparation for sales teams.
- AI & vibe prospecting
AI agent
An AI agent is software that can autonomously perform multi-step tasks to achieve a goal by combining a language model with a set of tools.
- AI & vibe prospecting
AI BDR
An AI BDR is an autonomous software agent designed to automate the tasks of a human Business Development Representative, such as account research and outbound outreach.
- AI & vibe prospecting
AI personalization
AI personalization is the use of artificial intelligence to automatically tailor sales and marketing messages to individual prospects based on their specific context and data.
- AI & vibe prospecting
AI SDR
An AI SDR is a software agent designed to automate the tasks of a human Sales Development Representative, such as account research and outbound messaging.
- AI & vibe prospecting
AI-augmented prospecting
A sales model where AI handles time-consuming research and drafting, allowing reps to focus on strategy, personalization, and buyer engagement.
- GTM & RevOps
Annual Recurring Revenue
A key SaaS metric representing the total value of all active, recurring revenue contracts normalized to a one-year period, excluding one-time fees.
B
- Sales methodologies
BANT
BANT is a sales qualification framework used to assess leads based on four criteria: Budget, Authority, Need, and Timeline, originating from IBM's sales process.
- GTM & RevOps
Bowtie funnel
A revenue model visualizing the customer lifecycle as two mirrored funnels, combining pre-sale acquisition with post-sale expansion, adoption, and advocacy.
- ICP & segmentation
Bullseye framework
A strategic model that organizes a target market into three concentric circles to focus sales and marketing efforts on the highest-potential accounts.
- Sales roles
Business Development Representative
A front-line sales role focused on outbound prospecting to generate new business opportunities from a list of target accounts.
- ICP & segmentation
Buyer persona
A semi-fictional, detailed profile of a key individual within a target company, outlining their role, goals, and motivations to guide marketing and sales engagement.
- Account-based & key accounts
Buying committee
A buying committee is the group of individuals within a company who are collectively involved in making a B2B purchasing decision.
- B2B data & enrichment
Buying signals
Specific, observable events that indicate a company has entered a buying window, making it an opportune time for sales outreach.
C
- Sales methodologies
Challenger sale
A sales methodology where reps teach prospects new insights, tailor messaging to their specific needs, and assertively take control of the sales conversation.
- Account-based & key accounts
Champion
A champion is a person inside a prospective customer's organization who actively advocates for a vendor's solution and helps navigate the internal buying process.
- Sales roles
Chief Revenue Officer
The Chief Revenue Officer (CRO) is an executive who owns the entire revenue lifecycle, aligning sales, marketing, and customer success to drive predictable growth.
- Outbound & pipeline generation
Cold calling
Cold calling is the practice of phoning a potential customer with whom the seller has no prior relationship to initiate a sales conversation.
- Outbound & pipeline generation
Cold email
A cold email is a sales message sent to a potential customer with whom the sender has no prior relationship, initiating a B2B outreach sequence.
- B2B data & enrichment
Contact enrichment
Contact enrichment is the process of updating and augmenting a contact record with verified data like job titles, emails, and phone numbers from external sources.
- GTM & RevOps
Cross-selling
Cross-selling is the sales practice of selling an additional, different product or service to an existing customer to expand the account relationship.
- Sales roles
Customer Success Manager
A post-sale role responsible for ensuring customers achieve their desired outcomes, driving product adoption, retention, and revenue expansion.
D
- B2B data & enrichment
Data hygiene
Data hygiene is the ongoing process of ensuring the accuracy, consistency, and completeness of data within a CRM or marketing automation system.
- GTM & RevOps
Deal velocity
A composite metric measuring the speed at which qualified opportunities convert into closed-won revenue, indicating overall sales efficiency.
- GTM & RevOps
Demand generation
Demand generation is the marketing discipline focused on creating awareness and active interest for a product category before any direct sales engagement.
E
- Outbound & pipeline generation
Email deliverability
Email deliverability measures the success rate of emails reaching a recipient's inbox rather than their spam folder or being blocked entirely by mail servers.
- Account-based & key accounts
Enterprise sales
Enterprise sales is the B2B sales motion focused on closing large, complex deals with major corporations, characterized by long sales cycles and multiple stakeholders.
F
- B2B data & enrichment
Firmographics
Firmographics are descriptive attributes of an organization, such as industry, revenue, and employee count, used to segment and target potential B2B customers.
- B2B data & enrichment
First-party data
First-party data is information a company collects directly from its own audiences, customers, and product users, making it a highly reliable asset for analysis.
G
H
I
- ICP & segmentation
ICP fit score
An ICP fit score is a numerical rating that quantifies how closely a company matches an organization's Ideal Customer Profile (ICP).
- ICP & segmentation
Ideal Customer Profile
An Ideal Customer Profile (ICP) is a detailed description of the type of company that gains the most value from a product and is most profitable to acquire.
- B2B data & enrichment
Intent data
Intent data consists of behavioral signals indicating that a company is actively researching solutions, used by sales teams to identify and prioritize timely outreach.
J
K
L
- Account-based & key accounts
Land and expand
A go-to-market strategy where a company secures a small initial deal within a larger organization, intending to expand its footprint over time.
- Outbound & pipeline generation
Lead generation
Lead generation is the process of identifying and cultivating potential customers for a business's products or services to fill the top of the sales pipeline.
- GTM & RevOps
Lead nurturing
Lead nurturing is the process of building relationships with potential buyers who are not yet ready to purchase by providing them with relevant, timely information.
- Outbound & pipeline generation
Lead qualification
Lead qualification is the process of evaluating whether a potential buyer is a good fit for a product and ready to engage with a sales team.
- ICP & segmentation
Lookalike account
A lookalike account is a prospective company that statistically resembles a business's best existing customers based on shared firmographic and behavioral attributes.
M
- GTM & RevOps
Marketing Operations
Marketing Operations is the functional discipline responsible for the technology, data, processes, and analytics that enable marketing teams to operate efficiently and scale.
- Outbound & pipeline generation
Marketing Qualified Lead
A lead that has shown enough engagement with marketing assets to be considered ready for direct follow-up from a sales development representative.
- Sales methodologies
MEDDIC
MEDDIC is a B2B sales qualification framework used in enterprise sales to assess and progress complex opportunities against six specific criteria.
- Sales methodologies
MEDDPICC
MEDDPICC is an 8-criteria sales qualification framework that extends MEDDIC with 'Paper Process' and 'Competition' to manage complex enterprise deals.
- Outbound & pipeline generation
Meeting prep
Meeting prep is the structured research a sales representative conducts before a call to understand the account, attendees, and define clear objectives.
- Sales methodologies
Miller Heiman strategic selling
An enterprise sales methodology for navigating complex B2B deals by systematically identifying and engaging with key buying influences defined in a 'blue sheet'.
- AI & vibe prospecting
Model Context Protocol
An open protocol that standardizes how AI assistants connect to external tools and data sources, enabling access to real-time business information.
- Account-based & key accounts
Multi-threading
Multi-threading is the sales practice of building relationships with multiple stakeholders within a single target account to improve deal resilience and velocity.
N
- Sales methodologies
NEAT selling
A modern qualification framework focused on a buyer's core Need, Economic impact, Access to authority, and Timeline.
- GTM & RevOps
Net Revenue Retention
A metric that measures the percentage of recurring revenue retained from existing customers over a period, including revenue expansion, contraction, and churn.
O
- Account-based & key accounts
Orchestrated outreach
Orchestrated outreach is a coordinated engagement strategy where sales and marketing teams synchronize their activities to create a unified experience for a target account.
- Outbound & pipeline generation
Outbound sales
Outbound sales is a proactive sales motion where sellers initiate contact with potential customers who have not previously expressed interest.
P
- GTM & RevOps
Pipeline coverage
A key sales metric that measures the ratio of a team's qualified pipeline value against its revenue quota for a specific period.
- Outbound & pipeline generation
Pipeline generation
Pipeline generation is the end-to-end process of creating new, qualified sales opportunities and adding them to the sales funnel for Account Executives to pursue.
- AI & vibe prospecting
Predictive lead scoring
Predictive lead scoring uses a statistical model to analyze historical conversion data and estimate the likelihood of a new lead becoming a customer.
- GTM & RevOps
Product-Led Growth
Product-Led Growth (PLG) is a go-to-market strategy where the product itself drives user acquisition, expansion, and retention through a self-serve model.
- AI & vibe prospecting
Prompt engineering
Prompt engineering is the practice of designing and refining instructions for a large language model to produce accurate, consistent, and relevant outputs.
- Outbound & pipeline generation
Prospect list
A prospect list is a curated set of accounts and contacts that an outbound sales team actively engages during a specific period, like a week or a sprint.
- Outbound & pipeline generation
Prospecting
Prospecting is the sales activity of identifying, researching, and initiating contact with potential customers to generate new business opportunities.
R
- B2B data & enrichment
Record decay
Record decay is the natural rate at which contact and account information in a CRM becomes inaccurate as people change jobs and companies evolve.
- Outbound & pipeline generation
Reply rate
Reply rate is the percentage of prospects who respond to an outbound sales or marketing campaign, calculated by dividing total replies by total unique recipients.
- GTM & RevOps
Revenue Operations
A strategic function that unifies sales, marketing, and customer success operations to manage the end-to-end revenue process and drive predictable growth.
- Sales roles
RevOps Manager
A RevOps Manager is the operational role responsible for managing the day-to-day systems, data, and processes that support the entire revenue team.
S
- Outbound & pipeline generation
Sales cadence
A sales cadence is a structured sequence of multi-channel outreach activities a sales representative uses to engage with a prospect over a specific period of time.
- AI & vibe prospecting
Sales copilot
A sales copilot is an AI assistant embedded in a seller's daily tools that automates research, drafting, and administrative tasks.
- Sales roles
Sales Development Representative
A front-line sales role responsible for qualifying inbound leads and booking initial meetings for Account Executives to close.
- Sales roles
Sales Director
A senior sales leader who manages a team of sales managers and is responsible for the performance of a specific region, segment, or product line.
- Sales roles
Sales Engineer
A technical specialist who partners with sales teams to explain, demonstrate, and validate a product's capabilities for prospective customers during complex deals.
- Outbound & pipeline generation
Sales funnel
A sales funnel is a visual representation of the stages a prospect moves through, from initial awareness to becoming a paying customer.
- B2B data & enrichment
Sales intelligence
Sales intelligence combines technology and third-party data to help revenue teams find, prioritize, and engage their best-fit potential customers.
- Sales roles
Sales Manager
A first-line leadership role responsible for hiring, coaching, and managing a team of sales representatives to meet collective revenue targets.
- GTM & RevOps
Sales Operations
Sales Operations is the functional discipline that supports a sales organization with process, tools, data, and analytics to improve productivity and effectiveness.
- Outbound & pipeline generation
Sales Qualified Lead
A Sales Qualified Lead (SQL) is a prospective customer that a sales team has vetted and confirmed as a genuine opportunity ready for direct sales engagement.
- GTM & RevOps
Sales-Led Growth
Sales-Led Growth (SLG) is a go-to-market strategy where revenue is primarily driven by the direct, proactive efforts of a sales team engaging prospective customers.
- Sales methodologies
Sandler selling system
A sales methodology that treats selling as a structured, consultative process based on mutual trust and equal business stature between buyer and seller.
- ICP & segmentation
Segmentation
Segmentation is the process of dividing a broad market into distinct subgroups of companies that share similar characteristics and buying behaviors.
- ICP & segmentation
Serviceable Addressable Market (SAM)
Serviceable Addressable Market (SAM) is the portion of the total market that a company can realistically target and serve with its current products and sales channels.
- ICP & segmentation
Serviceable Obtainable Market (SOM)
Serviceable Obtainable Market (SOM) is the portion of the SAM that a company can realistically capture, given its current resources, strategy, and market position.
- Outbound & pipeline generation
Signal-based prospecting
Signal-based prospecting is an outbound sales approach where outreach is triggered by real-time events, or buying signals, indicating a prospect's increased likelihood to buy.
- Sales methodologies
Solution selling
A sales methodology that centers on diagnosing a buyer's specific business problems and positioning a product or service as the explicit solution.
- Sales methodologies
SPICED
SPICED is a B2B sales qualification framework for recurring revenue models, using five criteria: Situation, Pain, Impact, Critical Event, and Decision.
- Sales methodologies
SPIN selling
A question-based sales methodology where reps guide discovery using four types of questions: Situation, Problem, Implication, and Need-payoff.
T
- ICP & segmentation
Target account list
A target account list is a curated set of high-value companies that a sales team commits to engaging over a specific period, such as a quarter or year.
- Sales methodologies
Target account selling (TAS)
Target account selling (TAS) is a sales methodology that focuses on a small list of high-value accounts, using detailed planning to engage multiple stakeholders.
- B2B data & enrichment
Technographics
Technographics are data points describing the hardware, software, and other technology a company uses, often called its 'tech stack'.
- B2B data & enrichment
Third-party data
Third-party data is information collected by an external entity and purchased by a company to supplement its own customer and market insights.
- Account-based & key accounts
Tier 1 account
A Tier 1 account is one of a company's most valuable and strategic target accounts, receiving the highest level of personalized sales and marketing resources.
- ICP & segmentation
Total Addressable Market (TAM)
The Total Addressable Market (TAM) represents the maximum possible revenue a company could generate by selling its products or services to 100% of a specific market.
U
V
- Sales methodologies
Value selling
Value selling is a sales approach that focuses on the quantifiable business outcomes a solution delivers, rather than on its features or price.
- AI & vibe prospecting
Vibe prospecting
Vibe prospecting is a modern sales workflow where reps guide an AI assistant in natural language to research accounts, build lists, and draft outreach.
- Sales roles
VP Sales
The VP Sales is the senior executive responsible for leading a company's sales department, owning revenue targets, sales strategy, and team performance.
W
Z
Browse by theme
Outbound & pipeline generation
Build an outbound pipeline that actually converts, from list-building to cadence design.
17 definitionsSales methodologies
The frameworks sales teams use to qualify deals and run repeatable processes: MEDDIC, SPIN, Challenger, Sandler, and beyond.
12 definitionsICP & segmentation
Define who you sell to, segment your TAM, and build a target list that reflects your real buyers.
12 definitionsAccount-based & key accounts
Map and engage complex enterprise accounts, from buying-committee analysis to multi-threaded outreach.
12 definitionsB2B data & enrichment
The data types and signals that power modern outbound: firmographics, technographics, intent data, buying signals.
12 definitionsGTM & RevOps
Go-to-market strategy, revenue operations, and the systems that align sales, marketing, and customer success around pipeline.
15 definitionsSales roles
The roles that make up a modern B2B sales organization: SDR, BDR, AE, KAM, VP Sales, and more.
13 definitionsAI & vibe prospecting
How AI is reshaping prospecting: agents, MCP, vibe prospecting, and what's actually changing in the sales workflow.
12 definitions