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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.

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.

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.

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.

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