Glossary
Sales intelligence glossary
Plain-English definitions of the terms that come up in B2B sales intelligence, prospecting, and lead generation.
- Ideal Customer Profile(ICP)
- A description of the type of company that gets the most value from a product or service. An ICP usually covers firmographic traits like industry, size, and location, plus situational signals such as growth stage, technology in use, and recent trigger events. It guides which prospects a sales team prioritises and how it personalises outreach.
- Sales Intelligence
- Data and analysis about prospective and existing customers that helps sales teams find, qualify, and engage the right accounts. It typically combines firmographic, technographic, and behavioural signals into profiles that inform targeting and messaging.
- Firmographics
- Attributes that describe a company rather than an individual - for example industry, number of employees, revenue range, location, and ownership structure. Firmographics are the company-level equivalent of demographics and are commonly used to segment and filter a prospect list.
- Technographics
- Information about the technology a company uses, such as its website framework, content management system, analytics tools, hosting, and other software in its stack. Technographic signals can indicate maturity, budget, and whether a business is a fit for a complementary or competing product.
- Intent Data
- Signals that suggest a company may be researching or preparing to buy a particular type of product. Intent data can be first-party (activity on your own properties) or third-party (aggregated activity across the web). It is used to prioritise accounts that appear to be actively in-market.
- Australian Business Number(ABN)
- An 11-digit identifier issued to businesses operating in Australia by the Australian Business Register. The ABN is used to identify a business in dealings with government and other businesses, and is searchable through the public ABN Lookup service.
- Australian Company Number(ACN)
- A nine-digit identifier issued by the Australian Securities and Investments Commission (ASIC) to every company registered in Australia. The ACN identifies the company as a legal entity and is distinct from the ABN, although a company's ABN often incorporates its ACN.
- Sales Triggers
- Events that signal a good time to reach out to a prospect, such as a new funding round, a leadership hire, an office or product launch, or a change in the technology a company uses. Trigger events are used to time outreach so it lands when a need is more likely to exist.
- Lead Scoring
- A method of ranking prospects by how likely they are to be a good fit or to convert. Traditional models assign points to demographic and behavioural attributes; fit-based models assess how closely a prospect matches an Ideal Customer Profile. Scoring helps a team prioritise where to spend its time.
- Lead Enrichment
- The process of adding extra detail to a basic record - for example attaching industry, size, technology, or contact information to a company name or domain. Enrichment turns a thin list into profiles that can be segmented, scored, and used for personalised outreach.
- Total Addressable Market(TAM)
- The full set of businesses that could plausibly buy a given product or service. TAM is used to size an opportunity and, in prospecting, to understand how large a qualified prospect universe is within a defined market or vertical.
- Data Enrichment
- The broader practice of improving the completeness and accuracy of a dataset by combining it with additional sources. In a sales context this commonly means filling gaps in company and contact records and keeping them current as the underlying information changes.
Put these terms to work
Boosta brings firmographics, technographics, and fit-based scoring together for the Australian market. Describe your ideal customer in plain English and get ranked matches.
Last updated: