B2B outbound glossary
Short definitions of the terms that come up in cold email, outbound, lead generation, and Meta ads for B2B.
Appointment setting is contacting B2B prospects and booking qualified meetings for your closers to run. At IntentSignal, we only reach out when there's a public reason to buy.
A B2B buying signal is a clear, checkable sign that a business is about to need something. It could be a company posting a job, raising money, moving into a new office, filing a permit, or facing a deadline. Each event shows the business has a new problem to solve, which makes it the right moment for a seller to reach out.
B2B intent data is behavioral information captured across web searches, content consumption, and digital interactions that signals whether a company is actively researching, evaluating, or ready to purchase a business solution.
B2B lead generation is finding companies that look like your customers, getting a decision maker to respond, and handing sales a lead or meeting worth working.
Cold email open rate is the percentage of delivered cold emails recorded as opened, calculated as unique opens divided by delivered emails multiplied by 100. It is measured by a tiny tracking pixel that loads when an email is opened.
Cold email reply rate (also referred as cold email response rate) is the percentage of unique prospects who send a response back after receiving an outbound email campaign. Whether an outbound team calls it a reply rate or a response rate, it measures the exact same metric: how many contacted humans actually wrote back.
Email warmup is the disciplined process of gradually increasing the sending volume of a new email address and domain while establishing positive sender reputation with major mailbox providers like Google Workspace and Microsoft 365.
An Ideal Customer Profile (ICP) is a detailed description of the company or account that gets the most value from your product and delivers the highest return to your business.
A B2B lookalike audience is a data-driven list of net-new companies or professional decision-makers that share key firmographic, technographic, and behavioral traits with a business's best existing customers.
A Sales Accepted Lead (SAL) is a marketing-qualified lead that the sales team has reviewed and formally agreed to pursue.
In B2B business, TAM (Total Addressable Market) is the total revenue opportunity available for a product or service if you achieved 100% market share within your target scope.
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