Sales Intelligence Glossary
Key terms and concepts in sales intelligence, AI-powered prospecting, and modern B2B sales — explained clearly.
Propensity to Buy Scoring
Prospectory Propensity to Buy (P2B) is an account-level weighted score built from five research factors and their reviewable explanations.
Buying Signals
Buying signals are dated account or buyer events that may make an account timely enough for further review.
Signal Intelligence
Signal intelligence is the practice of collecting, reviewing, and using dated market and account events to make sales work more relevant and timely.
Sales Intelligence Platform
A sales intelligence platform brings account, contact, signal, and sales-activity data together so teams can research prospects, set priorities, and prepare outreach.
AI SDR (AI Sales Development Representative)
An AI SDR is software that assists sales-development work such as account research, outreach drafting, campaign coordination, and response triage, with review and escalation rules set by the team.
Qualified Business Opportunity (QBO)
QBO stands for Qualified Business Opportunity. Prospectory uses QBO credits as a plan usage unit for account-opportunity workflows.
Propensity to Convert
Prospectory Propensity to Convert (P2C) is an account-level weighted score for potential conversion from a current solution.
Multi-Channel Outreach
Multi-channel outreach coordinates selected communication channels, such as email, LinkedIn, phone, and SMS, around one account plan and shared interaction history.
Buyer Digital Twin
A Buyer Digital Twin is a structured, updateable prospect profile that brings selected account, role, engagement, and contextual data into one view for research and message preparation.
Account Intelligence
Account intelligence organizes selected company, technology, organizational, financial, strategic, signal, and engagement context for a target account.