Glossary
Key terms and definitions
Last updated March 25, 2026
AI SDR
An AI SDR (Sales Development Representative) is autonomous software that performs prospecting, lead qualification, and meeting booking tasks traditionally handled by human sales reps.
Buyer Intent Data
Buyer intent data consists of signals indicating that a company or individual is actively researching solutions in your product category.
Cold Email
Cold email is unsolicited email sent to potential customers who have no prior relationship with the sender, used as a primary B2B prospecting channel.
Conversation Intelligence
Conversation intelligence is AI that records, transcribes, and analyzes sales conversations to extract coaching insights and deal signals.
Data Enrichment
Data enrichment is the process of appending additional firmographic, demographic, and technographic data to existing lead records from external sources.
Email Warmup
Email warmup is the process of gradually increasing email sending volume from a new address to build sender reputation and avoid spam filters.
ICP (Ideal Customer Profile)
An ICP (Ideal Customer Profile) is a detailed description of the type of company most likely to buy your product based on firmographic and behavioral attributes.
Lead Scoring
Lead scoring assigns numerical values to leads based on their likelihood to convert into customers using demographic, firmographic, behavioral, and intent signals.
Parallel Dialer
A parallel dialer is technology that dials multiple phone numbers simultaneously and connects sales reps only when a live person answers.
Pipeline Velocity
Pipeline velocity is the speed at which deals move through the sales pipeline from creation to close, measured as a function of deal count, win rate, deal size, and sales cycle length.
Revenue Intelligence
Revenue intelligence is AI-powered analysis of sales activities, deals, and customer interactions to provide insights and forecasting for revenue teams.
Sales Cadence
A sales cadence is a structured sequence of touchpoints across multiple channels over a defined timeline designed to engage a prospect.
Sales Enablement
Sales enablement is the process of providing sales teams with the content, training, tools, and coaching they need to sell more effectively.
Sales Engagement
Sales engagement is the coordinated set of interactions between sales reps and prospects across multiple channels including email, phone, LinkedIn, and video.
Social Selling
Social selling is using social media platforms, primarily LinkedIn, to find, connect with, and nurture sales prospects through content and engagement.