CTA (Call to Action)

A go-to-market strategy where marketing and sales collaborate to target specific high-value accounts rather than casting a wide net. Instead of generating thousands of leads and hoping some convert, you identify your best-fit companies upfront and build campaigns tailored to each one. ABM typically delivers higher deal sizes and better win rates, but it only works when your CRM data is clean enough to actually identify and track those target accounts.

A lead that has been qualified by automated systems — typically marketing automation or AI scoring — based on behavioral signals and firmographic fit, before a human ever reviews it. AQLs sit between raw inbound leads and true Marketing Qualified Leads, acting as a filter so your team only spends time on prospects who've already demonstrated meaningful interest. The quality of your AQLs depends entirely on how well your scoring rules reflect actual buying behavior.

A semi-fictional profile of your ideal customer based on real data about who actually buys from you — their role, goals, pain points, and decision-making process. Good buyer personas keep your marketing relevant and your sales team talking to the right people. Bad ones are 30-page documents that nobody reads. The best personas are built from win/loss interviews, not brainstorming sessions.

The full set of marketing programs designed to create awareness and interest in your product among potential buyers — before they ever raise their hand. Unlike lead generation, which captures existing demand, demand gen creates new demand through content, events, thought leadership, and brand building. It's a longer game, but companies that invest in demand gen build more durable pipelines and reduce their dependence on outbound.

An automated sequence of emails sent to prospects or customers over time, triggered by a specific action or schedule. Drip campaigns keep your brand top-of-mind and nurture leads who aren't ready to buy yet. The key is relevance — generic drip sequences get ignored and eventually hurt deliverability, while well-segmented campaigns that match the buyer's stage and interests consistently outperform one-off email blasts.

Behavioral signals that indicate a company or buyer is actively researching a problem your product solves — like visiting competitor websites, reading relevant industry content, or searching for specific keywords. Intent data lets your sales team prioritize outreach to accounts that are already in-market rather than cold-calling blind. The difference is calling someone who's already shopping versus interrupting someone who isn't.