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.
Tag
#AI Agents
23 posts
How does coaching an AI agent work?
Coaching an AI agent works like coaching a new employee — except the agent never forgets. You write a plain-English instruction, it becomes a memory block, and it shapes every relevant future cycle automatically.
How do AI sales agents learn over time?
AI sales agents that improve over time do so through structured memory — not model retraining. Here's how coaching, signals, and patterns accumulate into a persistent knowledge layer that makes every cycle better than the last.
How does AI outbound prospecting work?
AI outbound prospecting is the automated process of finding, researching, and initiating contact with potential customers. Here's exactly how it works, step by step.
AI agents vs chatbots for sales: what's the difference?
AI agents and chatbots are both powered by large language models but work completely differently. One responds to prompts. The other acts without being asked. Here's the distinction that matters for sales.
AI SDR vs human SDR: what's the difference?
An AI SDR and a human SDR both find prospects and run outreach. Here's how they compare on ramp time, cost, memory, consistency, and the cases where each is the right choice.
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 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.
Building is solved. Distribution is the new bottleneck.
AI tools collapsed the time it takes to ship a product. What used to take a team of four and six months now takes one founder and six weeks. But distribution didn't get easier. And that gap is where most products die.