Sales Intelligence Glossary
Essential terms and definitions for manufacturing sales professionals. Master the language of modern sales intelligence.
21 terms covering sales intelligence, lead management, and B2B sales strategy.
Account-Based Marketing (ABM)
Account-based marketing is a strategic approach that concentrates sales and marketing resources on a defined set of target accounts, using personalized campaigns designed to resonate with each account.
Buyer Intent Data
Buyer intent data is behavioral information that indicates when a prospect is actively researching or considering a purchase, signaling their readiness to engage with sales.
Buying Committee
A buying committee is the group of stakeholders involved in a B2B purchase decision, each bringing different perspectives, requirements, and influence to the evaluation process.
Contact Data
Contact data is information about individual people within target organizations, including names, job titles, email addresses, phone numbers, and professional background.
Decision Maker
A decision maker is an individual with the authority to approve a purchase, allocate budget, and sign contracts, typically holding a leadership or management position.
Firmographic Data
Firmographic data is descriptive information about organizations including industry, company size, revenue, location, and organizational structure used for market segmentation and targeting.
Ideal Customer Profile (ICP)
An ideal customer profile is a detailed description of the type of company that would benefit most from your product or service and provide the most value as a customer.
Intent Signals
Intent signals are behavioral indicators that suggest a prospect is actively researching solutions or preparing to make a purchase decision.
Lead Scoring
Lead scoring is a methodology for ranking prospects based on their perceived value and likelihood to convert, using demographic, firmographic, and behavioral data to assign numerical scores.
Marketing Qualified Lead (MQL)
A marketing qualified lead is a prospect who has engaged with marketing content or campaigns and meets basic criteria suggesting potential fit, warranting further nurturing or sales qualification.
Pipeline Management
Pipeline management is the process of tracking and optimizing sales opportunities as they progress through different stages, from initial contact to closed deal.
Revenue Intelligence
Revenue intelligence is the use of AI and automation to capture, analyze, and surface insights from customer interactions to improve sales execution and forecasting accuracy.
Sales Automation
Sales automation is the use of software to automate repetitive sales tasks such as email outreach, data entry, lead assignment, and follow-up scheduling.
Sales Cycle
The sales cycle is the series of stages a prospect moves through from initial awareness to final purchase, and the time it takes to complete this journey.
Sales Engagement
Sales engagement encompasses all interactions between sales representatives and prospects, including the platforms, processes, and strategies used to communicate across multiple channels.
Sales Intelligence
Sales intelligence is the collection and analysis of data about prospects, customers, and market conditions to help sales teams identify opportunities, prioritize leads, and close deals more effectively.
Sales Prospecting
Sales prospecting is the process of identifying and reaching out to potential customers who match your ideal customer profile, with the goal of creating new sales opportunities.
Sales Qualified Lead (SQL)
A sales qualified lead is a prospective customer who has been researched and vetted by both marketing and sales teams, meeting criteria that indicate readiness for direct sales engagement.
Technographic Data
Technographic data is information about the technology products, tools, and platforms that a company uses, revealing their technical infrastructure and potential needs.
Total Addressable Market (TAM)
Total addressable market is the total revenue opportunity available for a product or service, representing the maximum potential market size if 100% market share were achieved.
Win Rate
Win rate is the percentage of sales opportunities that result in closed-won deals, calculated by dividing won deals by total decided opportunities (won plus lost).
