What is lead qualification?
Lead qualification is the process of determining whether a prospect has the need, budget, authority, and timing to buy your product. Qualified leads are worth pursuing; unqualified ones waste sales capacity.
Category
Glossary
Clear definitions of AI GTM terminology for founders, operators, and buyers evaluating AI sales systems.
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What is a sales playbook?
A sales playbook is the documented set of processes, messaging, objection responses, and best practices a sales team uses to close deals consistently. It captures what works so the team doesn't re-learn it from scratch with every hire.
What is pipeline hygiene?
Pipeline hygiene is the practice of keeping CRM deal data accurate, current, and useful for forecasting. Poor pipeline hygiene produces unreliable forecasts, missed follow-ups, and sales decisions made on bad data.
What is a GTM strategy?
A GTM (go-to-market) strategy is the plan a company uses to bring a product to customers and generate revenue. It defines who you sell to, how you reach them, and how you convert and retain them.
What is a sales sequence?
A sales sequence is a pre-planned series of outreach touchpoints sent to a prospect over a set period. Each step uses a different angle or channel to increase the chance of getting a reply.
What is an ICP (Ideal Customer Profile)?
An ICP (Ideal Customer Profile) is a detailed description of the company and contact most likely to buy your product and succeed with it. It defines who you should target in outbound, paid acquisition, and content — and who you shouldn't.
The AI GTM Glossary
Definitions for the key terms used in AI-powered go-to-market: agents, heartbeats, memory, closed-loop execution, ICP, and more. A reference for anyone building or evaluating AI GTM systems.
What is a sales AI agent?
A sales AI agent is an autonomous software program that executes sales tasks independently — prospecting, outreach, follow-up, pipeline management — without requiring a human to prompt each action.
What is closed-loop GTM?
Closed-loop GTM is a sales and marketing execution model where every action produces an outcome, every outcome produces a signal, and every signal feeds back into the team's memory before the next cycle.
What is AI-native CRM?
An AI-native CRM is a customer relationship management platform built from the ground up for AI agents to operate directly — not a traditional CRM with AI features added on top.
What is a heartbeat agent?
A heartbeat agent is an AI agent that runs on a fixed recurring cycle — waking at set intervals, reloading its context, executing work, writing memory, and sleeping until the next cycle.
What is an AI SDR?
An AI SDR is an autonomous agent that performs the prospecting, outreach, and qualification work of a human sales development representative — running continuously without being prompted.