Lead generation glossary
Plain-English definitions of the terms behind B2B lead generation, intent data and outbound sales.
GlossaryWhat is account-based marketing (ABM)?Account-based marketing explained: what ABM is, how it differs from lead-based marketing, ABM tiers, how to pick target accounts and measure results.Read GlossaryWhat is BANT?BANT explained: budget, authority, need and timeline, how to use the BANT framework in B2B sales, sample questions, its limits and modern alternatives.Read GlossaryWhat is buyer intent?Buyer intent explained: what it means in B2B sales, the signals that show it, how to measure it, and how to act on buyer intent before competitors do.Read GlossaryWhat is cold email?Cold email explained: what it is, how it differs from spam, what a good B2B cold email looks like, deliverability basics and how to measure results.Read GlossaryWhat is GTM engineering?GTM engineering explained: what a GTM engineer does, the skills and tools involved, how the role differs from RevOps, and when a team needs one.Read GlossaryWhat is an ideal customer profile (ICP)?What an ideal customer profile (ICP) is, how it differs from a buyer persona, what to include, and a simple B2B ICP template you can fill in today.Read GlossaryWhat is intent data?Intent data explained: what it is, first-party vs third-party intent, examples of B2B intent signals, and how sales teams use it to time outreach.Read GlossaryWhat is lead qualification?Lead qualification explained: what it is, fit vs intent, frameworks such as BANT, MEDDIC and CHAMP, questions to ask and how to qualify without friction.Read GlossaryWhat is lead scoring?Lead scoring explained: what it is, fit vs intent scoring, how to build a simple B2B lead scoring model, and the mistakes that make scores meaningless.Read GlossaryMQL vs SQL: what is the difference?MQL vs SQL explained: what marketing qualified and sales qualified leads are, how a lead moves from one to the other, and how to define each for your team.Read GlossaryWhat is outbound sales?Outbound sales explained: what it is, how it differs from inbound, the channels and roles involved, and how signal-led outbound improves reply rates.Read GlossaryWhat is a sales pipeline?What a sales pipeline is, typical B2B pipeline stages, the metrics that matter, such as coverage, velocity and conversion, and how to build it.Read GlossaryWhat is sales prospecting?Sales prospecting explained: what it is, how it differs from lead generation, the main prospecting methods, and a simple process to find qualified buyers.Read GlossaryWhat is an SDR (sales development representative)?What an SDR (sales development representative) does, how the role differs from a BDR and AE, the metrics SDRs are measured on, and where AI fits in.Read GlossaryWhat is signal-based selling?Signal-based selling explained: what it is, how it differs from cold outreach, which buying signals to use, and a simple playbook to put it into practice.Read GlossaryWhat is total addressable market (TAM)?Total addressable market explained: what TAM, SAM and SOM mean, top-down vs bottom-up sizing, a method for B2B and how to turn TAM into a target list.Read GlossaryWhat is warm outreach?Warm outreach explained: what it is, how it differs from cold outreach, examples of warm LinkedIn signals, and how to write warm messages that get replies.Read
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