AI and B2B Sales Glossary
Clear and objective definitions of the main terms in artificial intelligence, B2B prospecting and commercial automation.
43 terms
ABM (Account-Based Marketing)
Marketing and sales strategy that focuses resources on a specific set of target accounts, treating each company as an individual market with a personalized approach.
AI Agent
Autonomous software that uses artificial intelligence to perform tasks without human intervention, such as prospecting leads, qualifying opportunities and scheduling meetings.
ABM Intelligence
AVPIA's strategic account intelligence module that maps decision-makers, organizational tensions, buying readiness, and strategic potential of each target account before commercial execution. Unlike traditional ABM, it doesn't execute campaigns — it prepares intelligence for more precise outreach.
AI Employee
An AI agent that autonomously executes operational tasks 24/7 — including follow-ups, qualifications, scheduling, and content generation — without constant human oversight. Goes beyond a chatbot or Virtual SDR by operating across multiple functions simultaneously.
B2B Automation
Use of technology to automate repetitive sales processes, such as follow-ups, lead qualification and message sending, increasing efficiency and scale.
B2B Prospecting
Process of identifying and approaching companies potentially interested in the product or service, with the goal of generating business opportunities.
BDR (Business Development Representative)
Professional responsible for identifying and qualifying new business opportunities, generally focused on outbound prospecting for new markets.
CIDS (Cognitive Infrastructure for Decision Systems)
Framework developed by Aquiles Casabona that defines how organizations can structure cognitive systems for coherent decision-making in complex environments.
CPL (Cost Per Lead)
Metric that indicates how much a company spends to generate a qualified lead, calculated by dividing total investment by the number of leads generated.
CRM (Customer Relationship Management)
System for managing relationships and interactions with customers and prospects, centralizing contact data, history and sales pipeline.
Cognitive Infrastructure
Layer of systems and processes that allow an organization to process information, make decisions and act in a coordinated way using artificial intelligence.
Cold Email
Email sent to a prospect who has had no previous contact with the company, with the goal of initiating a qualified commercial conversation.
Sales Cadence
A structured sequence of commercial touchpoints (email, WhatsApp, LinkedIn, calls) planned at specific intervals to nurture and advance opportunities through the pipeline. A well-designed cadence defines channels, messages, timing, and exit criteria for each type of lead.
Conversation AI
Artificial intelligence capable of conducting natural conversations with humans via text or voice, used in service, lead qualification and prospecting.
Email Warm-up
Gradual process of increasing email sending volume to build positive domain reputation with email providers.
Follow-up
Contact made after an initial interaction with a prospect, with the goal of advancing the negotiation or keeping the relationship active.
Handoff
The moment a lead is transferred from the marketing team to the sales team. A good handoff includes full interaction context, qualification criteria applied, lead classification, and recommended next steps — preventing loss of context and commercial rework.
Generative AI
Type of artificial intelligence capable of creating original content such as text, images and audio, used in prospecting to personalize messages at scale.
ICP (Ideal Customer Profile)
Detailed description of a company's ideal customer, including characteristics such as industry, size, location and buying behavior.
ICP Intelligence
AVPIA's product that transforms the Ideal Customer Profile into actionable intelligence: maps related markets, scores companies by ICP fit, identifies decision-makers, and prioritizes growth opportunities. Unlike static lists, it learns and evolves with the operation.
Inbound
Attraction strategy where the customer finds the company through relevant content, SEO and social media, in contrast to outbound approach.
LLM (Large Language Model)
Large-scale language model trained on vast datasets, capable of understanding and generating text with high sophistication, such as GPT and Claude.
Lead
Person or company that has shown interest in the product or service, providing contact information or interacting with company content.
Lead Scoring
Scoring system that ranks leads by conversion probability based on behavior, profile and engagement with the company.
Lead Nurturing
The process of nurturing leads with content, interactions, and automations over time, moving contacts who aren't yet ready to buy toward the decision moment. Includes emails, WhatsApp, remarketing, and educational content segmented by funnel stage.
MQL (Marketing Qualified Lead)
Lead that has shown enough interest in marketing actions to be considered a potential customer, ready to be approached by the sales team.
Outbound
Active prospecting strategy where the company initiates contact with potential customers via email, phone, LinkedIn or WhatsApp.
Pipeline
Set of sales opportunities at different stages of the commercial process, used for revenue forecasting and sales management.
Commercial Playbook
A strategic document defining the outreach flow, recommended channels, contact sequences, arguments by customer profile, and qualification criteria for a sales operation. A well-structured playbook reduces reliance on improvisation and accelerates new SDR ramp-up.
Revenue Intelligence
A category of solutions that analyzes commercial operation data to identify patterns, opportunities, risks, and strategic action recommendations. Goes beyond BI dashboards by interpreting signals and suggesting priority interventions based on context and growth objectives.
RevenueOS™
Alternative name for AVPIA's CNS™ (Commercial Navigation System). Revenue Intelligence and strategic growth navigation module that maps gaps, prioritizes interventions, and recommends the highest-impact next commercial move.
RPI (Roots of Progress Impediments)
A CNS™ methodology that identifies the structural causes preventing a commercial operation from evolving, as opposed to analyzing surface symptoms. Instead of asking "what are the problems?", RPI investigates "what is producing these problems?" to recommend root-cause interventions.
SDR (Sales Development Representative)
Professional responsible for prospecting and initial lead qualification, generating opportunities for salespeople to close.
SQL (Sales Qualified Lead)
Lead qualified by the sales team as ready to advance in the commercial process, with real closing potential.
Sales Funnel
Visual representation of the sales process, from lead generation to closing, showing how many prospects are at each stage.
Sales Execution Planner (SEP)
AVPIA's product that transforms strategic decisions into operational commercial execution plans, recommending channels, playbooks, contact cadences, and outreach sequences before any automation. The SEP organizes strategy so automation scales execution — not confusion.
Fit Scoring
Automatic scoring calculated by ICP Intelligence that indicates the degree of alignment between a target company and the operation's ideal customer profile (ICP). Enables prioritizing prospecting based on real potential rather than volume or team intuition.
Virtual SDR
Artificial intelligence agent that performs the functions of a human SDR — prospecting, qualification and scheduling — autonomously and scalably.
Voice AI
Artificial intelligence technology that enables autonomous outbound and inbound phone calls with natural voice and intelligent conversation.
WhatsApp Business API
Programming interface that allows companies to integrate WhatsApp into systems and platforms for automated message sending at scale.
Workflow
Automated sequence of actions and conditions that executes business processes without manual intervention, such as lead nurturing and follow-ups.