Sales Intelligence Glossary
Key terms and concepts in sales intelligence, AI-powered prospecting, and modern B2B sales — explained clearly.
Propensity to Buy Scoring
Propensity to Buy (P2B) scoring is a predictive analytics method that assigns a numerical score to each prospect or account indicating how likely they are to purchase your product or service within a given timeframe.
Buying Signals
Buying signals are observable actions, events, or behavioral patterns exhibited by a prospect or account that indicate an increased likelihood of making a purchase decision in the near future.
Signal Intelligence
Signal intelligence is the practice of systematically collecting, analyzing, and operationalizing real-time market signals — such as funding events, hiring trends, technology changes, and intent data — to drive more targeted and timely sales engagement.
Sales Intelligence Platform
A sales intelligence platform is a software solution that aggregates, enriches, and delivers actionable data about prospects and accounts to help sales teams identify, prioritize, and engage the right buyers more effectively.
AI SDR (AI Sales Development Representative)
An AI SDR is an artificial intelligence agent that autonomously performs the core tasks of a human Sales Development Representative — researching prospects, crafting personalized outreach, executing multi-channel campaigns, and qualifying responses — with minimal human oversight.
Qualified Business Opportunity (QBO)
A Qualified Business Opportunity (QBO) is a sales prospect that has met a defined set of criteria — typically involving budget, authority, need, timeline, and fit — confirming that they represent a genuine, actionable revenue opportunity worth pursuing through the sales pipeline.
Propensity to Convert
Propensity to Convert is a predictive metric that estimates the likelihood of a prospect completing a specific desired action — such as booking a meeting, responding to outreach, or moving from one sales stage to the next — based on behavioral, firmographic, and engagement data.
Multi-Channel Outreach
Multi-channel outreach is a sales engagement strategy that coordinates personalized touchpoints across multiple communication channels — such as email, LinkedIn, phone, and SMS — within a unified sequence to maximize the probability of reaching and engaging a prospect.
Buyer Digital Twin
A Buyer Digital Twin is a dynamic, AI-constructed profile of a prospective buyer that synthesizes all available data — firmographic, behavioral, psychographic, and contextual — into a comprehensive digital representation used to predict preferences, personalize engagement, and simulate how the buyer is likely to respond to different sales approaches.
Account Intelligence
Account intelligence is the comprehensive, continuously updated body of knowledge about a target company — including firmographic data, organizational structure, technology environment, financial health, strategic initiatives, and real-time signals — that enables sales teams to engage accounts with deep context and precision.