Sales & social selling glossary
The vocabulary of modern B2B prospecting, defined without the jargon. Each entry explains what the term means, why it matters, and how teams actually use it.
Intent & signals
Terms for reading buyer interest before a form fill. Covers the behavioral signals, intent data, and engagement clues that tell you which accounts and people are actively in a buying cycle.
Buying intent / intent signals
The behaviors and actions that suggest a person or company is actively researching or preparing to make a purchase.
Intent data
Structured information about buyer behavior, collected to estimate how close a person or account is to a purchase.
Sales trigger event
A notable change at a target company that opens a timely, relevant reason to start a sales conversation.
Dark funnel
The portion of the buyer journey that happens where analytics and attribution tools can't observe it.
Engagement signals
Observable actions a specific, named person takes with content or a brand, such as likes, comments, follows, and replies.
Data & enrichment
How raw contact records become usable leads. Definitions for enrichment, data sourcing, and the verification steps that fill in firmographic, demographic, and contact fields.
Lead enrichment
The process of adding missing or updated information to a lead record so it can be qualified and acted on.
Data enrichment waterfall
An enrichment method that queries multiple data providers in sequence until a field is found, to maximize coverage.
Firmographics
The descriptive attributes of a company, such as industry, employee count, revenue, location, and growth stage.
Data decay
The steady loss of accuracy in a database as the real-world facts behind each record change over time.
Sales process & targeting
The frameworks sales and marketing teams use to define who to sell to and when. Covers ICP, scoring, market sizing, and the qualification stages a lead passes through.
Ideal Customer Profile (ICP)
A description of the type of company that gets the most value from your product and is most likely to buy and renew.
Lead scoring
A method for ranking leads by how well they fit your customer profile and how much interest they have shown.
Warm outbound
Proactive outreach to prospects who have already shown some signal of interest or connection, rather than total strangers.
Sales-qualified lead (SQL)
A prospect that has been vetted and judged ready for direct, active follow-up by a salesperson.
Total addressable market (TAM)
The total revenue opportunity available if a product captured every possible customer in its market.
Account-based marketing (ABM)
A go-to-market approach that targets a defined set of high-value accounts with coordinated, personalized sales and marketing.
Buyer persona
A research-based profile of the individual decision-maker you sell to, covering their role, goals, and objections.
Marketing qualified lead (MQL)
A lead whose behavior and fit suggest enough interest to justify a closer look, but who has not yet been vetted by sales.
Signal-based selling
A sales methodology where reps decide who to contact, and when, based on observable buyer signals rather than static lists.
Warm lead
A prospect who has shown some awareness or interest in your product but hasn't yet asked for a sales conversation.
Champion tracking
The practice of monitoring your product's internal advocates, both during active deals and as they move to new companies.
GTM engineering
The discipline of building automated go-to-market systems using APIs, data pipelines, enrichment, and AI.
Allbound
A go-to-market approach that runs inbound and outbound as one coordinated motion around shared accounts and signals.
Also explore
Comparisons
Folkscope side by side with the tools teams evaluate.
Tool alternatives
Shortlists instead of one-to-one comparisons.
Integrations
Send scored leads to your CRM, Slack, and more.
How-to guides
Exports, competitor tracking, and CRM workflows, step by step.
Blog
Playbooks for turning LinkedIn engagement into pipeline.
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Social selling
Selling through professional networks like LinkedIn. Definitions for the metrics, tactics, and engagement behaviors that turn an active social presence into pipeline.
Social selling
The practice of using social and professional networks to research, connect with, and build trust with potential buyers.
Engagement rate (LinkedIn)
A measure of how much an audience interacts with a post, usually expressed as interactions divided by reach or impressions.
Social listening
The practice of monitoring social platforms for conversations and signals relevant to your prospects, market, or brand.
Social Selling Index (SSI)
LinkedIn's 0 to 100 score of how actively and effectively a member uses the platform for social selling, updated daily.