Glossary

Sales Intelligence Glossary

Key terms and concepts in account intelligence, signal-based selling, and B2B sales strategy — explained simply.

A

Account Intelligence

Account intelligence is the practice of aggregating and analyzing data from multiple sources to build a comprehensive, real-time understanding of a target account — including its business priorities, organizational structure, competitive landscape, and buying signals.

Account Planning

Account planning is the strategic process of analyzing a target account's business, identifying key stakeholders and opportunities, and creating a structured plan to grow revenue within that account over time.

Account Research

Account research is the process of gathering and synthesizing information about a target company — its business model, financial health, leadership, strategic priorities, and recent activity — to inform sales conversations and outreach strategy.

Account-Based Selling

Account-based selling (ABS) is a strategic sales approach that focuses resources on a defined set of high-value target accounts, using personalized research, tailored messaging, and coordinated multi-threaded engagement to win deals.

B

Buying Signals

Buying signals are observable events or behaviors that indicate a company may be ready to evaluate or purchase a solution — such as leadership changes, funding rounds, job postings for relevant roles, or technology adoption.

I

Intent Data

Intent data is information collected about a company's or individual's online behavior — such as content consumption, search activity, and website visits — that indicates interest in a particular topic, product category, or solution.

P

Pipeline Coverage

Pipeline coverage is the ratio of total pipeline value to revenue target for a given period. A 3x pipeline coverage ratio means you have three dollars of pipeline for every dollar of quota — a common benchmark for healthy sales forecasting.

R

Revenue Operations

Revenue operations (RevOps) is the strategic alignment of sales, marketing, and customer success operations under a unified function — with shared data, processes, and technology — to drive predictable revenue growth.

S

Sales Intelligence

Sales intelligence refers to the technologies, data, and practices used to collect and analyze information about prospects and accounts to improve sales effectiveness — including contact data, firmographics, technographics, intent signals, and real-time account insights.

Sales Methodology

A sales methodology is a structured framework that guides how sellers engage with buyers throughout the sales process — defining the steps, questions, and qualification criteria reps use to advance and win deals.