Glossary
The signals vocabulary, in plain English.
Buying signals, intent data, GTM engineering, timing, the terms behind modern outbound, defined clearly and honestly, with the trade-offs each one hides.
Buying signals
Observable events or behaviors that suggest an account is entering a buying window, like new funding, a key hire, or a product launch.
Read →Intent data
Data used to infer possible account interest or changing priorities, spanning first-party behavior, third-party topic consumption, and public events.
Read →Signal-based selling
An outbound approach that uses recent, relevant event records as one input to account prioritization and messaging.
Read →GTM engineering
The practice of building automated, data-driven systems, enrichment, scoring, routing, and outreach, that run the go-to-market motion.
Read →Trigger events
Discrete, dated events, such as funding, leadership changes, M&A, launches, and hiring surges, that may provide useful timing context.
Read →Ideal customer profile (ICP)
A definition of the accounts most likely to become good customers, the fit criteria that decide who belongs in your market.
Read →Account scoring
Ordering accounts by configured fit and timing inputs so reps can decide what to review first.
Read →Fit vs. intent
Two separate questions behind prioritization: does the account match the target profile, and is there recent context worth reviewing?
Read →Sales timing
The principle that most outbound fails on when you reach an account, not who you reach, and that timing is researchable.
Read →Third-party intent data
Aggregated, anonymous topic-consumption data from a publisher co-op, used to infer that accounts are researching a subject.
Read →Website de-anonymization
Identifying the companies (or people) behind anonymous website traffic so sales can follow up on inbound interest.
Read →Waterfall enrichment
Querying multiple data providers in sequence to fill in a record, moving to the next source when one comes up empty.
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