Common Terms Glossary
Essential terminology used in data operations, sales, and outreach. Understanding these terms will help you navigate the world of B2B growth and revenue operations.
Lead Enrichment
Contact Discovery
The process of finding and verifying contact information for specific individuals within target organizations.
Data Append
Adding missing information to existing database records, such as phone numbers, email addresses, or demographic data.
Firmographic Data
Descriptive attributes of firms that can be used to aggregate individual firms into meaningful market segments, including industry, revenue, employee count, and location.
Intent Data
Behavioral information that indicates a prospect's likelihood to take a specific action, gathered from content consumption, search behavior, and engagement patterns.
Lead Enrichment
The process of enhancing existing lead data with additional information from external sources, including contact details, company information, and behavioral data.
Technographic Data
Information about the technology stack and tools that a company uses, helping identify potential customers based on their existing solutions.
Sales Operations
GTM Strategy (Go-to-Market)
An action plan that specifies how a company will reach target customers and achieve competitive advantage.
ICP (Ideal Customer Profile)
A detailed description of the perfect customer for your organization, based on firmographic, environmental, and behavioral attributes.
Lead Scoring
A methodology for ranking prospects against a scale representing perceived value to the organization.
MQL (Marketing Qualified Lead)
A lead judged more likely to become a customer based on marketing engagement and fit criteria.
RevOps (Revenue Operations)
The alignment of sales, marketing, and customer success operations to drive growth through operational efficiency.
Sales Operations
The unit, role, activities, and processes that support, enable, and drive sales teams to sell more efficiently and effectively.
SAM (Serviceable Addressable Market)
The segment of TAM targeted by your products and services which is within your geographical and operational reach.
SOM (Serviceable Obtainable Market)
The portion of SAM that you can realistically capture, considering competition and your current capabilities.
SQL (Sales Qualified Lead)
A prospective customer that has been researched and vetted by marketing and sales teams and is ready for direct sales follow-up.
TAM (Total Addressable Market)
The total market demand for a product or service, representing the maximum revenue opportunity available.
SEO & Analytics
Backlinks
Links from one website to another, serving as votes of confidence that influence search engine rankings.
Bounce Rate
The percentage of visitors who navigate away from a website after viewing only one page.
Conversion Rate
The percentage of visitors who complete a desired action, such as filling out a form or making a purchase.
CRO (Conversion Rate Optimization)
The systematic process of increasing the percentage of website visitors who take a desired action.
CTR (Click-Through Rate)
The percentage of people who click on a specific link out of the total who view it, calculated as clicks divided by impressions.
Domain Authority
A search engine ranking score that predicts how likely a website is to rank in search results, based on link profile strength.
Organic Traffic
Visitors who arrive at your website through unpaid search engine results rather than paid advertisements.
SERP (Search Engine Results Page)
The page displayed by search engines in response to a query, containing organic results, paid ads, and SERP features.
Session Duration
The average amount of time users spend on your website during a single session.
Data Quality
Data Decay
The rate at which data becomes outdated or inaccurate over time, typically 30% annually for B2B contact data.
Data Hygiene
The process of cleaning and maintaining database accuracy by removing duplicates, correcting errors, and updating outdated information.
Data Validation
The process of ensuring data accuracy and quality before using, importing, or processing.
Deliverability
The ability of an email to successfully reach the recipient's inbox without being blocked or marked as spam.
Duplicate Detection
The process of identifying and merging or removing duplicate records in a database.
Email Verification
The process of confirming that an email address exists, is active, and can receive messages.
Match Rate
The percentage of records successfully matched when enriching or appending data from external sources.
CRM
Activity Tracking
Recording and monitoring all interactions with prospects and customers, including calls, emails, meetings, and tasks.
API Integration
Connecting your CRM with other software tools to automate data flow and synchronize information across platforms.
Contact Management
The process of storing, organizing, and tracking information about customers, prospects, and sales leads.
CRM (Customer Relationship Management)
Technology for managing all your company's relationships and interactions with customers and potential customers.
Custom Fields
User-defined data fields in a CRM system that capture information specific to your business needs.
Deal Stages
The defined steps in your sales process that opportunities move through from initial contact to closed sale.
Pipeline Management
The process of overseeing and directing opportunities through various stages of the sales cycle.
Sales Velocity
The speed at which deals move through your pipeline, calculated using number of opportunities, average deal value, win rate, and length of sales cycle.
Webhook
An automated message sent from one application to another when a specific event occurs, enabling real-time data updates.