GTM Glossary

Every go-to-market term your team needs to know. From ABM to zero-party data, defined by operators for operators.

A B C D E F G H I K L M N O P Q R S T U V W Z

A

A/B Testing

A/B testing compares two versions of a marketing asset or sales approach to determine which one performs better.

Account Executive (AE)

An Account Executive (AE) is the sales rep responsible for running deals from qualified opportunity through close in B2B sales organizations.

Sales

Account Scoring

Account scoring ranks target accounts by fit and engagement signals to help sales teams prioritize where to spend their time.

Sales

Account-Based Marketing (ABM)

Account-Based Marketing (ABM) targets high-value accounts with personalized campaigns instead of casting a wide net across broad audiences.

Marketing

Agentic AI

Agentic AI refers to AI systems that can autonomously plan, execute, and iterate on multi-step tasks with minimal human intervention.

General

Annual Contract Value (ACV)

Annual Contract Value (ACV) is the average annualized revenue per customer contract, used to benchmark deal sizes and segment sales motions.

Revenue Operations

Annual Recurring Revenue (ARR)

Annual Recurring Revenue (ARR) measures the total predictable revenue from active subscriptions, normalized to a yearly figure.

Revenue Operations

API Integration

An API integration connects two software applications so they can exchange data automatically through a defined interface.

Data

Attribution Modeling

Attribution modeling assigns credit for revenue and conversions to the marketing and sales touchpoints that influenced a deal.

Marketing

Average Deal Size

Average deal size is the mean revenue value of closed-won deals over a given period, used to forecast revenue and design sales motions.

Sales

Average Revenue Per Account (ARPA)

Average Revenue Per Account (ARPA) measures the mean recurring revenue generated per customer account over a specific time period.

Revenue Operations

B

B2B Marketing

B2B marketing is the practice of marketing products or services to other businesses, involving longer sales cycles and multiple decision-makers.

Marketing

Backlink

A backlink is a link from an external website pointing to your site, serving as a key ranking factor in search engine algorithms.

Marketing

BANT (Budget, Authority, Need, Timeline)

BANT is a sales qualification framework that evaluates prospects on Budget, Authority, Need, and Timeline to determine deal viability.

Sales

Booking Rate

Booking rate is the percentage of outbound touches or conversations that result in a scheduled meeting, a core SDR performance metric.

Sales

Bounce Rate

Bounce rate is the percentage of visitors who leave a webpage without taking any action, indicating content or targeting problems.

Marketing

Brand Awareness

Brand awareness measures how familiar your target audience is with your company, product, and what you stand for in the market.

Marketing

Business Development Representative (BDR)

A BDR is a sales role focused on generating qualified pipeline through outbound prospecting and qualifying inbound leads.

Sales

Buyer Intent Data

Buyer intent data reveals which companies are actively researching solutions like yours, based on their online behavior and content consumption.

Data

Buyer Journey Mapping

Buyer journey mapping visualizes the steps a prospect takes from initial awareness to purchase decision and beyond.

Marketing

Buyer Persona

A buyer persona is a semi-fictional profile of your ideal buyer based on real data, used to guide messaging, content, and sales conversations.

Marketing

Buying Committee

A buying committee is the group of stakeholders within a company who collectively influence and make a B2B purchasing decision.

Sales

C

CAC Payback Period

CAC payback period is the number of months it takes to recoup the cost of acquiring a customer through their subscription revenue.

Revenue Operations

Call Disposition

Call disposition is the outcome category assigned to a sales call, used to track rep activity and measure outreach effectiveness.

Sales

Campaign Attribution

Campaign attribution connects specific marketing campaigns to pipeline and revenue outcomes to measure what's actually driving results.

Marketing

Champion (Sales)

A sales champion is an internal advocate within a target account who actively supports your solution through their company's buying process.

Sales

Channel Partner

A channel partner is a third-party company that sells, implements, or refers your product to their customers in exchange for a fee or commission.

Sales

Churn Rate

Churn rate is the percentage of customers or revenue lost over a given period, serving as the most critical retention metric in SaaS.

Customer Success

Click-Through Rate (CTR)

Click-through rate (CTR) is the percentage of people who click a link after seeing it, measuring the effectiveness of ads, emails, and CTAs.

Marketing

Click-to-Open Rate (CTOR)

Click-to-open rate (CTOR) measures the percentage of email recipients who clicked a link after opening, gauging content quality.

Marketing

Closed-Lost Analysis

Closed-lost analysis examines why deals were lost to identify patterns in competitor wins, objections, and process breakdowns.

Sales

Closed-Won Rate

Closed-won rate is the percentage of sales opportunities that result in a signed deal, also known as win rate or close rate.

Sales

Cold Calling

Cold calling is the practice of making unsolicited phone calls to potential buyers who haven't previously expressed interest in your product.

Sales

Cold Email

Cold email is unsolicited outbound email sent to potential buyers who haven't opted in, used by SDR teams to generate meetings and pipeline.

Sales

Community-Led Growth

Community-led growth is a GTM strategy where a brand-owned community of users and practitioners drives awareness, trust, and pipeline generation.

Marketing

Competitive Intelligence

Competitive intelligence is the ongoing collection and analysis of information about competitors to inform GTM strategy and sales positioning.

Marketing

Competitive Positioning

Competitive positioning defines how your product is different from and better than alternatives for your specific target buyers.

Marketing

Contact Enrichment

Contact enrichment appends missing data fields to contact records, such as job title, phone number, and company details.

Data

Content Calendar

A content calendar is a planning document that schedules what content gets published, when, where, and by whom across marketing channels.

Marketing

Content Marketing

Content marketing creates and distributes valuable content to attract, engage, and convert target buyers instead of relying on direct advertising.

Marketing

Content Repurposing

Content repurposing transforms existing content into new formats to extend its reach and maximize the return on creation effort.

Marketing

Content Syndication

Content syndication distributes your content through third-party platforms to reach new audiences and generate leads beyond your owned channels.

Marketing

Conversion Funnel

A conversion funnel maps the stages a prospect moves through from first interaction to becoming a paying customer.

Marketing

Conversion Rate

Conversion rate is the percentage of people who complete a desired action, measuring effectiveness at each stage of your GTM funnel.

Marketing

Cost Per Acquisition (CPA)

Cost Per Acquisition (CPA) measures how much you spend in marketing and sales to acquire one new customer, a core efficiency metric.

Marketing

Cost Per Click (CPC)

Cost per click (CPC) is the amount you pay each time someone clicks on your paid ad, a key metric in digital advertising.

Marketing

Cost Per Lead (CPL)

Cost Per Lead (CPL) measures how much you spend to generate one new lead, used to evaluate marketing channel and campaign efficiency.

Marketing

CRM (Customer Relationship Management)

A CRM is the central system where sales, marketing, and CS teams track contacts, accounts, deals, and customer interactions.

Sales

CRM Hygiene

CRM hygiene is the ongoing practice of maintaining clean, accurate, and complete data in your CRM to ensure reliable reporting and operations.

Revenue Operations

Cross-Sell

Cross-selling is the practice of selling additional products or services to existing customers, expanding revenue within current accounts.

Sales

Customer Acquisition Cost (CAC)

Customer Acquisition Cost (CAC) is the total sales and marketing spend required to acquire one new customer, a fundamental SaaS efficiency metric.

Revenue Operations

Customer Advocacy

Customer advocacy turns satisfied customers into active promoters who refer new business and support your brand publicly.

Customer Success

Customer Health Score

A customer health score is a composite metric that predicts whether an account is likely to renew, expand, or churn based on usage and engagement.

Customer Success

Customer Journey

The customer journey is the complete path a buyer follows from first discovering your company to becoming a long-term customer and advocate.

Marketing

Customer Lifetime Value (CLV)

Customer Lifetime Value (CLV) estimates the total revenue a customer will generate over their entire relationship with your company.

Revenue Operations

Customer Onboarding

Customer onboarding is the structured process of getting new customers set up and achieving their first value with your product.

Customer Success

Customer Success Manager (CSM)

A Customer Success Manager (CSM) is responsible for ensuring customers achieve their goals with your product, driving retention and expansion.

Customer Success

D

Dark Funnel

The dark funnel refers to buyer research and activity that happens outside your tracking tools, invisible to marketing attribution systems.

Marketing

Data Enrichment

Data enrichment appends missing firmographic, technographic, and contact details to your CRM records from external data sources.

Data

Data Hygiene

Data hygiene is the ongoing practice of keeping your CRM and database records accurate, complete, deduplicated, and current.

Data

Data Warehouse

A data warehouse is a centralized repository that consolidates data from multiple GTM systems for unified reporting and analysis.

Data

Deal Intelligence

Deal intelligence uses data and signals to assess deal health, identify risks, and recommend actions to improve win rates on active opportunities.

Sales

Deal Stage

Deal stages are the defined steps an opportunity moves through in your sales process, from initial qualification to closed-won or closed-lost.

Sales

Deal Velocity

Deal velocity measures how fast opportunities move through your sales pipeline from creation to close, a key indicator of sales efficiency.

Sales

Decision Maker

A decision maker is the person with the authority and budget to approve a purchase, the key contact in any B2B sales deal.

Sales

Demand Generation

Demand generation is the set of marketing programs that create awareness and interest in your product among target buyers who aren't yet in-market.

Marketing

Demo Request

A demo request is a high-intent inbound conversion where a prospect asks to see your product in action, typically your most valuable lead type.

Sales

Discovery Call

A discovery call is the first substantive sales conversation where a rep uncovers the prospect's problems, goals, and buying process.

Sales

Domain Authority

Domain authority is a score predicting how likely a website is to rank in search engines, based on backlink quality, content, and site structure.

Marketing

E

Email Deliverability

Email deliverability measures the rate at which your emails actually reach recipients' inboxes instead of landing in spam or bouncing.

Sales

Email Personalization

Email personalization tailors email content to individual recipients using data like name, company, role, and behavior signals.

Sales

Email Sequence

An email sequence is a series of pre-written, automated emails sent to prospects on a defined schedule to drive engagement and replies.

Sales

Email Warm-Up

Email warm-up is the process of gradually increasing sending volume on a new email domain to build sender reputation with email providers.

Sales

Engagement Rate

Engagement rate measures the percentage of your audience that interacts with your content through clicks, likes, comments, or shares.

Marketing

Engagement Scoring

Engagement scoring assigns numerical values to prospect interactions to measure interest level and prioritize follow-up actions.

Marketing

Enrichment Waterfall

An enrichment waterfall routes contact or company data through multiple providers sequentially to maximize data coverage and accuracy.

Data

Event Marketing

Event marketing is the strategy of promoting your brand or product through hosted, sponsored, or attended events, both in-person and virtual.

Marketing

Event-Led Growth

Event-led growth is a GTM strategy where in-person and virtual events serve as the primary channel for pipeline generation and customer engagement.

Marketing

Event-Triggered Workflow

An event-triggered workflow is an automated sequence of actions that executes when a specific event or condition occurs in your GTM stack.

Revenue Operations

Expansion Revenue

Expansion revenue is additional recurring revenue generated from existing customers through upsells, cross-sells, and plan upgrades.

Customer Success

F

Feature Adoption

Feature adoption measures how many users actively use a specific product feature, indicating product value and stickiness.

Product

Field Sales

Field sales is an outside sales model where reps meet prospects in person, typically for high-value enterprise deals.

Sales

Firmographic Data

Firmographic data describes the characteristics of a company — industry, size, revenue, location, and structure — used for targeting and segmentation.

Data

First-Party Data

First-party data is information collected directly from your audience through your own channels — website, product, CRM, and customer interactions.

Data

Forecast Accuracy

Forecast accuracy measures how closely your predicted revenue outcomes match actual results over a given period, typically a quarter.

Revenue Operations

Full-Funnel Marketing

Full-funnel marketing is a strategy that creates targeted campaigns for every stage of the buyer journey, from awareness to close.

Marketing

Funnel Analysis

Funnel analysis tracks how prospects move through each stage of your sales and marketing process, identifying where they convert or drop off.

Revenue Operations

G

Gated Content

Gated content is marketing material that requires visitors to submit contact information, typically via a form, before they can access it.

Marketing

Go-to-Market (GTM) Strategy

A go-to-market strategy is the plan for how a company brings its product to customers, covering positioning, channels, pricing, and sales motions.

General

Growth Marketing

Growth marketing is a data-driven approach that experiments across the full funnel to find scalable ways to acquire and retain customers.

Marketing

GTM Engineer

A GTM engineer is a technical role that builds and maintains the systems, automations, and data infrastructure powering go-to-market operations.

General

GTM Motion

A GTM motion is the specific combination of strategy, channels, and processes a company uses to bring products to market.

General

GTM Playbook

A GTM playbook is a documented, repeatable set of steps that guides a go-to-market team through specific sales, marketing, or expansion motions.

General

GTM Stack

A GTM stack is the collection of software tools a go-to-market team uses to run sales, marketing, and revenue operations day to day.

General

H

Hand-Raise Lead

A hand-raise lead is a prospect who explicitly signals buying interest by requesting a demo, pricing, or sales conversation.

Marketing

I

ICP Fit Score

An ICP fit score measures how closely a lead or account matches your ideal customer profile based on firmographic and behavioral data.

Data

Ideal Customer Profile (ICP)

An ideal customer profile defines the characteristics of companies that are the best fit for your product based on firmographic and behavioral attributes.

Marketing

Inbound Lead

An inbound lead is a prospect who comes to you by engaging with your content, website, or marketing — rather than being contacted through outbound outreach.

Marketing

Inbound Marketing

Inbound marketing attracts prospects to your business through valuable content, SEO, and thought leadership rather than interruptive outreach.

Marketing

Inside Sales

Inside sales is a remote selling model where reps engage prospects via phone, email, and video without in-person meetings.

Sales

Intent Data

Intent data reveals which companies are actively researching topics related to your product, signaling potential buying interest before they contact you.

Data

Internal Linking

Internal linking is the practice of connecting pages on your website to each other through hyperlinks to improve SEO, navigation, and content discovery.

Marketing

K

Key Performance Indicator (KPI)

A KPI is a measurable value that tracks how effectively a team or process is achieving its most important business objectives.

Revenue Operations

Keyword Research

Keyword research is the process of identifying the search terms your target audience uses so you can create content that ranks and drives qualified traffic.

Marketing

L

Land and Expand

Land and expand is a sales strategy where you win a small initial deal and then grow the account over time through upsells and broader adoption.

Sales

Lead

A lead is a person or company that has shown potential interest in your product and whose contact information you have captured for sales follow-up.

Sales

Lead Generation

Lead generation is the process of attracting and capturing potential customers' interest and contact information through marketing and sales activities.

Marketing

Lead Magnet

A lead magnet is a free resource offered to prospects in exchange for their contact information, used to generate inbound leads at scale.

Marketing

Lead Qualification

Lead qualification is the process of evaluating whether a prospect has the fit, intent, and authority to become a paying customer.

Sales

Lead Routing

Lead routing is the automated process of assigning incoming leads to the right sales rep based on predefined rules like territory, segment, or round-robin.

Revenue Operations

Lead Scoring

Lead scoring assigns numerical values to leads based on their fit and behavior to help sales teams prioritize the most promising prospects.

Sales

Lead Source

Lead source identifies the channel or activity that first brought a prospect into your pipeline, used for marketing attribution and budget decisions.

Marketing

Lead-to-Opportunity Ratio

Lead-to-opportunity ratio measures the percentage of leads that convert into qualified sales opportunities, indicating pipeline efficiency.

Revenue Operations

Lifecycle Stage

Lifecycle stage tracks where a contact or account sits in your GTM process, from anonymous visitor through to customer and beyond.

Revenue Operations

Link Building

Link building is the process of getting other websites to link to your content, which improves your domain authority and search engine rankings.

Marketing

LinkedIn Outreach

LinkedIn outreach is the practice of using LinkedIn messages, connection requests, and content engagement to start conversations with target prospects.

Sales

Local Presence Dialing

Local presence dialing displays a phone number with the prospect's area code on caller ID, increasing the likelihood they pick up the call.

Sales

Lookalike Audience

A lookalike audience is a targeting group of people who share characteristics with your existing customers, used in paid advertising.

Marketing

Lost Deal

A lost deal is a sales opportunity that was actively worked but did not result in a closed-won outcome, marked as closed-lost in the CRM.

Sales

M

Marketing Automation

Marketing automation uses software to execute repetitive marketing tasks like email campaigns, lead scoring, and nurture sequences automatically.

Marketing

Marketing Operations (MOps)

Marketing operations (MOps) manages the technology, processes, and data that power marketing execution and performance measurement.

Marketing

Marketing Qualified Lead (MQL)

An MQL is a lead that meets predefined marketing criteria for fit and engagement, indicating they are ready to be passed to sales for follow-up.

Marketing

Meeting Booked Rate

Meeting booked rate is the percentage of outreach attempts or leads that result in a scheduled meeting, a core SDR productivity metric.

Sales

Monthly Recurring Revenue (MRR)

MRR is the predictable total revenue your business earns from all active subscriptions in a given month, normalized to a monthly figure.

Revenue Operations

Multi-Channel Outreach

Multi-channel outreach is a sales prospecting approach that combines email, phone, LinkedIn, and other channels to increase prospect engagement.

Sales

Multi-Touch Attribution

Multi-touch attribution distributes revenue credit across all marketing and sales touchpoints that influenced a deal, not just the first or last.

Marketing

Mutual Action Plan

A mutual action plan is a shared document between buyer and seller that outlines the steps, owners, and timeline needed to complete a deal.

Sales

N

Net Promoter Score (NPS)

NPS measures customer loyalty by asking how likely they are to recommend your product on a 0-10 scale, producing a score from -100 to 100.

Customer Success

Net Revenue Retention (NRR)

NRR measures the percentage of recurring revenue retained from existing customers over a period, including expansion and accounting for churn.

Revenue Operations

Nurture Sequence

A nurture sequence is an automated series of emails or messages designed to educate and engage leads who aren't ready to buy yet.

Marketing

O

Objection Handling

Objection handling is the skill of addressing a prospect's concerns or hesitations during the sales process to keep the deal moving forward.

Sales

Onboarding

Onboarding is the structured process of getting new customers set up, trained, and achieving their first value milestone with your product.

Customer Success

Open Rate

Open rate is the percentage of delivered emails that recipients open, used to measure subject line effectiveness and sender reputation.

Marketing

Opportunity

An opportunity is a qualified sales deal in your CRM that has a defined value, timeline, and realistic chance of closing, representing active pipeline.

Sales

Outbound Marketing

Outbound marketing proactively pushes messages to target audiences through ads, cold outreach, direct mail, and events.

Marketing

Outbound Sales

Outbound sales is a proactive prospecting approach where sales reps initiate contact with potential buyers through cold email, calls, and social outreach.

Sales

P

Persona-Based Selling

Persona-based selling tailors sales messaging, discovery, and demos to the specific role, priorities, and pain points of each buyer.

Sales

Pillar Content

Pillar content is a long-form, comprehensive page that covers a broad topic in depth and serves as the hub of a topic cluster strategy.

Marketing

Pipeline Coverage

Pipeline coverage is the ratio of pipeline value to quota target, showing whether your team has enough open deals to hit revenue goals.

Revenue Operations

Pipeline Generation

Pipeline generation is the process of creating new qualified sales opportunities through outbound, inbound, and partner-driven activities.

Sales

Pipeline Velocity

Pipeline velocity measures how fast revenue moves through your sales pipeline, calculated from deal count, value, win rate, and cycle length.

Revenue Operations

Playbook

A sales playbook is a documented set of repeatable tactics, messaging, and processes that guide reps through specific selling scenarios.

Sales

Point of Contact (POC)

A point of contact is the primary person at a prospect or customer organization responsible for communication and decision-making with your team.

Sales

Power Dialer

A power dialer is a sales tool that automatically calls the next number on a list after a call ends, maximizing rep calling efficiency.

Sales

Predictive Analytics

Predictive analytics uses historical data and statistical models to forecast future outcomes like deal closures, churn risk, and lead quality.

Data

Pricing Page Optimization

Pricing page optimization is the process of testing and improving your pricing page to increase conversion rates and average deal values.

Marketing

Product Qualified Lead (PQL)

A product qualified lead is a user who has demonstrated buying intent through meaningful product usage, not just marketing engagement.

Product

Product-Led Growth (PLG)

Product-led growth is a go-to-market strategy where the product itself drives acquisition, activation, conversion, and expansion.

Product

Programmatic SEO

Programmatic SEO is the practice of generating large numbers of search-optimized pages automatically using templates and structured data.

Marketing

Prompt Engineering

Prompt engineering is the practice of designing and refining inputs to AI models to produce accurate, useful, and consistent outputs.

General

Prospect

A prospect is a potential buyer who fits your ideal customer profile and has been identified as someone worth pursuing through sales outreach.

Sales

Prospecting

Prospecting is the active process of identifying and reaching out to potential buyers to create new sales conversations and pipeline.

Sales

Q

Qualified Lead

A qualified lead is a prospect who meets defined criteria confirming they have the need, budget, and authority to become a real sales opportunity.

Sales

Quota Attainment

Quota attainment is the percentage of a sales rep's or team's revenue target that has been achieved in a given period.

Sales

R

Ramp Time

Ramp time is the number of months it takes a new sales hire to reach full productivity and consistently hit their revenue quota.

Sales

Referral Program

A referral program is a structured system that incentivizes existing customers or partners to recommend your product to new potential buyers.

Marketing

Reply Rate

Reply rate is the percentage of outreach messages that receive a response, measuring the effectiveness of your sales messaging and targeting.

Sales

Retargeting

Retargeting is an advertising strategy that shows ads to people who have previously visited your website or engaged with your content.

Marketing

Revenue Attribution

Revenue attribution connects closed revenue to the specific marketing and sales activities that influenced the deal, showing what actually works.

Revenue Operations

Revenue Efficiency

Revenue efficiency measures how effectively a company converts its spending into revenue, often tracked as a burn multiple or magic number.

Revenue Operations

Revenue Forecasting

Revenue forecasting is the process of predicting future revenue based on pipeline data, historical trends, and deal-level analysis.

Revenue Operations

Revenue Intelligence

Revenue intelligence is the practice of capturing and analyzing buyer interactions to surface insights that improve deal outcomes and forecasting.

Revenue Operations

Revenue Operations (RevOps)

Revenue operations is the function that aligns sales, marketing, and customer success operations under one team to drive predictable revenue growth.

Revenue Operations

S

SaaS Metrics

SaaS metrics are the key performance indicators used to measure the health and growth of a software-as-a-service business.

Revenue Operations

Sales Accepted Lead (SAL)

A sales accepted lead is an MQL that sales has reviewed and agreed to work, confirming it meets the criteria for active sales follow-up.

Sales

Sales Cadence

A sales cadence is a structured sequence of outreach touchpoints across multiple channels, designed to engage prospects over a defined time period.

Sales

Sales Cycle Length

Sales cycle length is the average number of days from first meaningful contact with a prospect to a closed-won deal.

Sales

Sales Development Representative (SDR)

An SDR is a sales team member focused on outbound prospecting and inbound lead qualification to generate pipeline for account executives.

Sales

Sales Enablement

Sales enablement is the function of providing sales teams with the content, training, tools, and processes they need to sell more effectively.

Sales

Sales Funnel

A sales funnel is the visual model of stages a buyer moves through from initial awareness to becoming a paying customer.

Sales

Sales Intelligence

Sales intelligence is the collection and use of data about prospects and accounts to make outreach more targeted, relevant, and effective.

Sales

Sales Operations

Sales operations is the function that manages the processes, tools, data, and analytics that support a sales team's ability to sell effectively.

Revenue Operations

Sales Pipeline

A sales pipeline is the set of active deals in progress, organized by stage, representing the potential revenue a sales team is working to close.

Sales

Sales Qualified Lead (SQL)

A sales qualified lead is a prospect vetted by the sales team as having confirmed need, budget, authority, and timeline to make a purchase.

Sales

Sales-Led Growth

Sales-led growth is a go-to-market strategy where human sales interactions are the primary driver of customer acquisition and revenue expansion.

Sales

Segmentation

Segmentation is the practice of dividing your market or customer base into distinct groups based on shared characteristics for more targeted GTM efforts.

Marketing

Self-Hosted Deployment

Self-hosted deployment is a software delivery model where the customer runs the application on their own infrastructure instead of using the vendor's cloud.

Product

SEO (Search Engine Optimization)

SEO is the practice of improving your website's visibility in organic search results to attract relevant traffic without paying for ads.

Marketing

Sequence (Outbound)

An outbound sequence is an automated series of personalized emails, calls, and social touches designed to engage cold prospects over a set timeframe.

Sales

SERP Monitoring

SERP monitoring is the practice of tracking your search engine rankings for target keywords to measure SEO performance and spot competitive shifts.

Marketing

Service Level Agreement (SLA)

A service level agreement is a documented commitment between teams or with customers defining expected response times and performance standards.

General

Signal-Based Selling

Signal-based selling uses real-time buying signals like intent data and trigger events to prioritize accounts and time outreach.

Sales

SMS Outreach

SMS outreach is the practice of sending text messages to prospects or customers as part of a sales or marketing engagement sequence.

Sales

Social Listening

Social listening is the practice of monitoring social media and online conversations for mentions of your brand, competitors, and industry topics.

Marketing

Social Proof

Social proof is evidence from other customers, users, or experts that validates your product's value and builds trust with prospective buyers.

Marketing

Social Selling

Social selling is the practice of using social media platforms, primarily LinkedIn, to find, connect with, and build relationships with prospects.

Sales

Solution Selling

Solution selling is a sales methodology focused on understanding the buyer's specific problems and positioning your product as the answer to those problems.

Sales

Stakeholder Mapping

Stakeholder mapping is the process of identifying and documenting every person involved in a buying decision, their role, influence, and disposition.

Sales

T

TAM (Total Addressable Market)

Total addressable market is the total revenue opportunity available if your product achieved 100% market share in your defined market.

Marketing

Target Account

A target account is a company that has been specifically selected as a high-priority prospect based on fit, intent, and revenue potential.

Sales

Target Account List (TAL)

A target account list is a curated set of companies prioritized for focused sales and marketing efforts based on fit, intent, and revenue potential.

Sales

Technographic Data

Technographic data describes the technology tools and platforms a company uses, helping sales and marketing teams target and personalize outreach.

Data

Territory Management

Territory management is the process of dividing your market into defined segments and assigning them to sales reps for focused, balanced coverage.

Sales

Third-Party Data

Third-party data is information collected by external providers about companies or contacts, purchased to supplement your own first-party data.

Data

Time to Value (TTV)

Time to value is the duration between a customer purchasing your product and experiencing the first meaningful outcome or benefit from using it.

Customer Success

Top of Funnel (TOFU)

Top of Funnel (TOFU) refers to the earliest stage of the buyer journey where prospects first become aware of your brand or solution.

Marketing

Topic Cluster

A topic cluster is an SEO content strategy that groups related articles around a central pillar page, building topical authority and internal links.

Marketing

Total Contract Value (TCV)

Total Contract Value (TCV) is the complete revenue value of a customer contract, including all recurring and one-time fees.

Revenue Operations

Touchpoint

A touchpoint is any interaction between a prospect or customer and your brand across any channel during the buyer journey.

Marketing

Trial Conversion Rate

Trial conversion rate is the percentage of free trial users who become paying customers within a defined period.

Product

Trigger Event

A trigger event is an occurrence that creates a sales opportunity by changing a prospect's situation, priorities, or budget.

Sales

U

Unified Inbox

A unified inbox consolidates messages from email, social, chat, and other channels into a single interface for sales teams.

Sales

Upsell

An upsell is selling a higher-tier plan or additional capacity to an existing customer, increasing their contract value.

Sales

User Persona

A user persona is a semi-fictional profile representing a key segment of your product's users, based on real data and research.

Product

V

Value Proposition

A value proposition is a clear statement explaining how your product solves a specific problem and why it is the best choice.

Marketing

Z

Zero-Party Data

Zero-party data is information that customers intentionally and proactively share with your company, like preferences and goals.

Data

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