Glossary

Glossary

TOFU (Top of Funnel)

TOFU (Top of Funnel) is the awareness stage where prospects discover your brand, research their problems, and explore possible solutions.

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ABM (Account-Based Marketing)

Account

Account Mapping

Account Scoring

Account Tiering

Account-Based Everything

Account-Based Sales

AE (Account Executive)

Affiliate Marketing

Agentic Workflow

AI Agent

AI RevOps

AI SDR

Allbound

ARR (Annual Recurring Revenue)

Awareness Stage

B2B Data

B2B SaaS

B2C2B

BDR (Business Development Representative)

BOFU (Bottom of Funnel)

Bounce Rate

Buyer Persona

Buyer Signal

Buying Committee

Buying Signal

CAC (Customer Acquisition Cost)

Cadence

Champion (Sales)

Channel Partner

Closed Lost

Closed Won

Cold Calling

Cold Email

Cold Outbound

Conversion Rate

CRM (Customer Relationship Management)

CRM Enrichment

CRM Integration

Customer Buying Signals

Data Enrichment

De-dupe

Demand Generation

Direct Sales

Email Deliverability

Email Personalization

Email Sequence

Email Validation

Email Warmup

Firmographics

First-Party Data

Full-Funnel Marketing

Go-to-Market (GTM)

GTM Engineer

GTM Stack

Hyper-Personalization

ICP (Ideal Customer Profile)

ICP Fit Score

Inbound Lead

Intent Data

Job Change Signal

Lead

Lead List

Lead Nurturing

Lead Qualification

Lead Routing

Lead Scoring

LinkedIn Automation

LinkedIn Engagement Scraping

Lookalike Audience

Marketing Qualified Lead

Marketing Qualified Lead (MQL)

MOFU (Middle of Funnel)

MRR (Monthly Recurring Revenue)

Multi-Channel Outreach

Multi-Touch Attribution

Nurture Sequence

Open Rate

Outbound Attribution

Outbound Sales

Personalization Token

Pipeline

Pipeline Coverage

Pipeline Velocity

PLG (Product-Led Growth)

Prospect

Qualification Criteria

Reply Rate

Revenue Forecasting

Revenue Operations (RevOps)

ROI Attribution

Rollback Procedures

Sales Accepted Lead (SAL)

Sales Calls

Sales Qualified Lead (SQL)

Second-Party Data

Sender Reputation

Sequencing Tool

Signal Orchestration

Signal-Based Selling

Social Listening

Social Selling

Spam Score

Stakeholder Mapping

Stress Testing

TAM (Total Addressable Market)

Target Account List (TAL)

Technographics

Third-Party Intent Data

Tiered Outreach

TOFU (Top of Funnel)

Trigger Event

Warm Lead

Waterfall Enrichment

Website Visitor De-anonymization

Workflow Automation