Sales Glossary
This glossary contains in-depth articles explaining sales, marketing, and business concepts and theories. It's meant to educate and help new professionals navigate the world of sales.
Prospecting & Research
What is a Buyer Persona?
A buyer persona is a profile of the individual decision-maker or champion within a target company. Learn how buyer personas shape outreach and messaging.
What is Firmographics?
Firmographics are company-level attributes used to segment and qualify B2B prospects. Learn which firmographic data points matter most for outbound sales.
What is an Ideal Customer Profile (ICP)?
An ideal customer profile (ICP) defines the type of company most likely to buy from you and get value from your product. Learn how to build one that works.
What is Intent Data?
Intent data signals that a prospect is actively researching a problem or solution. Learn the types of intent data and how to use them to time outreach.
Outreach & Engagement
What is Email Deliverability?
Email deliverability is the ability of your emails to reach the inbox rather than spam. Learn what affects it and how to improve it for cold outreach.
What is Hyper-Personalization in Sales Outreach?
Hyper-personalization means crafting outreach that references specific, real-time signals about each prospect. Learn how it differs from standard personalization.
What is Multi-Channel Outreach?
Multi-channel outreach contacts prospects across email, LinkedIn, and WhatsApp in a coordinated sequence. Learn why it outperforms single-channel outreach.
What is a Sales Cadence?
A sales cadence is a structured sequence of outreach touchpoints across channels and time. Learn how to build one that improves reply rates.
Data & Technology
What is Email Verification?
Email verification checks whether an email address is valid and can receive messages before you send. Learn how it works and why it matters for deliverability.
What is Waterfall Enrichment?
Waterfall enrichment queries multiple data providers in sequence until a valid result is found. Learn how it improves contact data coverage and accuracy.
Sales Process
What is Account-Based Selling (ABS)?
Account-based selling is a B2B sales approach that targets specific high-value accounts rather than individual leads. Learn how it works and how to run it.
What is BANT?
BANT is a sales qualification framework that evaluates Budget, Authority, Need, and Timeline. Learn how to use it to prioritise outreach and close more deals.
What is a Discovery Call?
A discovery call is the first structured sales conversation with a prospect. Learn its purpose, what to cover, and how to run one that moves deals forward.
What is a Go-to-Market (GTM) Strategy?
A go-to-market strategy (GTM) defines how a company reaches customers and drives revenue. What it covers and how B2B outreach fits into GTM execution.
What is Lead Qualification?
Lead qualification is the process of determining whether a prospect is worth pursuing. Learn how to qualify leads efficiently using data, signals, and frameworks.