AI Agent Glossary

A method of comparing two versions of content or experiences to determine which performs better. A/B testing enables data-driven optimization of marketing and sales content.

A B2B strategy that focuses marketing and sales resources on a defined set of target accounts using personalized campaigns. This capability is implemented by tools like ZoomInfo to enhance automation and efficiency.

A go-to-market strategy where AI agents serve as the primary drivers of customer acquisition, engagement, and retention. This capability is implemented by tools like Regie.ai to enhance automation and efficiency.

AI systems designed to take autonomous actions in the world, rather than simply generating outputs in response to prompts. This capability is implemented by tools like Apollo.io to enhance automation and efficiency.

The 'brain' of an AI system—a trained piece of software that can make predictions, generate content, or make decisions. This capability is implemented by tools like Zendesk AI to enhance automation and efficiency.

An AI-powered system that automates sales development tasks including prospecting, outreach, qualification, and meeting scheduling. This capability is implemented by tools like 11x (Alice & Jordan) to enhance automation and efficiency.

A set of step-by-step instructions that tells a computer how to solve a problem or complete a task. Algorithms power every digital marketing tool you use.

The process of collecting, measuring, and analyzing data to understand performance and make better decisions. This capability is implemented by tools like Outreach to enhance automation and efficiency.

A way for different software applications to communicate and share data with each other automatically. This capability is implemented by tools like Lusha to enhance automation and efficiency.

Using technology to perform tasks automatically without human intervention. Marketing automation handles repetitive tasks so your team can focus on strategy.

An AI system capable of performing tasks independently, making decisions, and taking actions without constant human oversight. This capability is implemented by tools like Notion AI to enhance automation and efficiency.

Signals indicating that a prospect is actively researching or considering a purchase in a specific category. This capability is implemented by tools like Seamless.ai to enhance automation and efficiency.

The percentage of customers who stop using a product or service during a given time period. Reducing churn is critical for SaaS and subscription businesses.

The percentage of people who click on a link or call-to-action out of the total who viewed it. CTR measures content relevance and call-to-action effectiveness.

Storing and accessing data and programs over the internet instead of on your computer's hard drive. Most modern business software runs in the cloud. This capability is implemented by tools like Forethought to enhance automation and efficiency.

Contacting potential customers who have had no prior interaction with your company. Cold outreach requires personalization to break through inbox noise.

AI systems that can engage in natural language conversations with humans, including chatbots and voice assistants. This capability is implemented by tools like Drift (Salesloft) to enhance automation and efficiency.

The percentage of people who complete a desired action out of the total number who had the opportunity. This capability is implemented by tools like 11x (Alice & Jordan) to enhance automation and efficiency.

Software that manages a company's interactions and relationships with current and potential customers. This capability is implemented by tools like 11x (Alice & Jordan) to enhance automation and efficiency.

A business strategy focused on ensuring customers achieve their desired outcomes while using your product. This capability is implemented by tools like Gong to enhance automation and efficiency.

A visual display that shows your most important metrics and data in one place. Dashboards turn raw data into insights you can act on. This capability is implemented by tools like Lemlist to enhance automation and efficiency.

The process of enhancing existing data by adding additional information from external sources. Data enrichment fills in missing contact details, firmographic information, and technographic data.

An organized collection of information stored electronically, designed for easy access and management. This capability is implemented by tools like Apollo.io to enhance automation and efficiency.

The process of making software available for use—launching it to users. For marketers, deployment means when new features or changes actually go live.

The ability to successfully deliver emails to recipients' inboxes rather than spam folders. Email deliverability is crucial for outbound sales success.

The process of gradually increasing email sending volume on a new domain to build sender reputation. This capability is implemented by tools like Instantly.ai to enhance automation and efficiency.

Customizing a pre-trained AI model with your own data to make it better at specific tasks. Fine-tuning makes generic AI models sound like they work at your company.

When an AI model generates false information that sounds plausible but is completely made up. AI hallucinations are a serious concern for business applications.

A detailed description of the type of company most likely to benefit from and purchase your product.

When a trained AI model makes predictions or generates outputs based on new input. Inference happens every time you use AI.

Connecting different software tools so they can share data and work together automatically. Good integrations eliminate double data entry and keep your team on the same page.

Behavioral data that indicates a company or individual is actively researching a particular topic or solution. This capability is implemented by tools like Cognism to enhance automation and efficiency.

A specific metric used to measure success against your business goals. Good KPIs are specific, measurable, and tied to business outcomes.

The delay between requesting something and receiving a response—like lag in video games. In marketing tools, latency matters for user experience.

The process of identifying and attracting potential customers for a business's products or services. This capability is implemented by tools like Artisan (Ava) to enhance automation and efficiency.

The process of building relationships with prospects through targeted content and communications over time. This capability is implemented by tools like Adobe Marketo Engage to enhance automation and efficiency.

The process of assigning a numerical value to leads based on their likelihood to convert, often automated by AI. This capability is implemented by tools like Salesloft to enhance automation and efficiency.

AI models trained on vast amounts of text data that can understand and generate human-like language. This capability is implemented by tools like Relevance AI to enhance automation and efficiency.

A type of artificial intelligence where computers learn from examples and improve over time without being explicitly programmed. This capability is implemented by tools like Outreach to enhance automation and efficiency.

Technology that automates repetitive marketing tasks like email campaigns, social media posting, and lead nurturing. This capability is implemented by tools like Seventh Sense to enhance automation and efficiency.

The percentage of outreach attempts that result in a scheduled meeting with a prospect. Meeting booking rate is a key metric for SDR performance. This capability is implemented by tools like Mailshake to enhance automation and efficiency.

Sales strategy that engages prospects across multiple communication channels like email, phone, and social media. This capability is implemented by tools like Woodpecker to enhance automation and efficiency.

AI technology that enables computers to understand, interpret, and generate human language. NLP is foundational to AI agents, enabling them to understand user requests, analyze text, and generate human-like responses.

The percentage of email recipients who open a particular email out of the total delivered. Open rate indicates subject line effectiveness and sender reputation.

Sales strategy where the seller initiates contact with potential customers through cold outreach. Outbound sales involves proactively reaching out to prospects who may not know about your product.

The ability to deliver individualized experiences or messages to large numbers of people automatically. This capability is implemented by tools like Clearbit to enhance automation and efficiency.

A go-to-market strategy where the product itself is the primary driver of customer acquisition and expansion. This capability is implemented by tools like Customer.io to enhance automation and efficiency.

The practice of crafting effective instructions for AI systems to produce desired outputs. Prompt engineering is essential for getting optimal results from language models.

The process of identifying and reaching out to potential customers who may be interested in your product or service. This capability is implemented by tools like 11x (Alice & Jordan) to enhance automation and efficiency.

A technique that enhances AI responses by retrieving relevant information from external knowledge bases. This capability is implemented by tools like Relevance AI to enhance automation and efficiency.

Happening instantly or with minimal delay—data that updates continuously as changes occur. Real-time features let you respond immediately to opportunities.

The percentage of outreach messages that receive a reply from the recipient. Response rate measures outreach effectiveness. This capability is implemented by tools like Lemlist to enhance automation and efficiency.

The alignment of marketing, sales, and customer success operations to drive revenue growth through a unified approach. This capability is implemented by tools like Clari to enhance automation and efficiency.

Software that you access through a web browser instead of installing on your computer—you typically pay a monthly subscription. This capability is implemented by tools like Relevance AI to enhance automation and efficiency.

The process of providing sales teams with the resources, tools, and information needed to close deals effectively. This capability is implemented by tools like 11x (Alice & Jordan) to enhance automation and efficiency.

Software that helps sales teams execute and track multi-channel outreach to prospects. Sales engagement platforms combine email, phone, and social outreach with analytics and automation.

Data and insights about prospects, accounts, and markets that help sales teams prioritize and personalize outreach. This capability is implemented by tools like Salesloft to enhance automation and efficiency.

A visual representation of where prospects are in the sales process, from initial contact to closed deal. This capability is implemented by tools like 11x (Alice & Jordan) to enhance automation and efficiency.

A go-to-market strategy where human salespeople are the primary drivers of customer acquisition. SLG is traditional B2B sales where deals are won through human relationships and negotiations.

A system's ability to handle growth—more users, more data, more traffic—without breaking or slowing down. This capability is implemented by tools like Amplemarket to enhance automation and efficiency.

A series of automated outreach steps (emails, calls, social touches) executed over time to engage prospects. This capability is implemented by tools like Apollo.io to enhance automation and efficiency.

The process of organizing and assigning sales accounts to specific representatives based on geographic or other criteria. This capability is implemented by tools like Apollo.io to enhance automation and efficiency.

Small chunks of text that AI models read and process—roughly equivalent to 3-4 characters or one word.

The ability of AI agents to interact with external systems, APIs, and applications to complete tasks. This capability is implemented by tools like Apollo.io to enhance automation and efficiency.

The examples used to teach an AI model how to perform its task—like showing flashcards to a student. This capability is implemented by tools like Jasper to enhance automation and efficiency.

An automated notification that one system sends to another when something happens—like a text alert for software. This capability is implemented by tools like Customer.io to enhance automation and efficiency.

Using technology to automate repetitive business processes and tasks. Workflow automation reduces manual work and ensures consistency. This capability is implemented by tools like Capacity to enhance automation and efficiency.