Commercial intelligence
The discipline of collecting, cross-checking and interpreting information about companies, markets and competitors to guide sales decisions. Listing companies is only the beginning: the work is understanding what happens inside them. In Brazil, the raw material tends to be public and scattered. The result only helps when it reaches the salesperson as a decision: who to talk to, about what and why now.
GlossarySales intelligence
The term for commercial intelligence applied to the sales cycle, used by most international tools. When comparing vendors, separate three things sold under the same label: contact databases, company research and outreach automation. Paying for one thinking you bought another is the most common mix-up.
GlossaryB2B prospecting
The set of activities that takes an unknown company to a qualified opportunity, from defining the market slice to the first scheduled meeting: research, prioritization, outreach and qualification. It gets worse when the team measures contact volume instead of the quality of the slice. With lean teams and long cycles, it pays off more when research comes before contact.
GlossaryICP, ideal customer profile
Short for ideal customer profile: the objective description of the type of company most likely to buy, succeed and remain a customer. It is a company profile: size, segment, operating model, technology maturity, timing and complexity. Teams that confuse ICP with persona find the job title that decides at a company with no profile to buy. A useful ICP has criteria that can be verified in public sources.
GlossaryFit score
A fit score is the number that shows how closely a company matches your organization's ideal customer profile. It tells you where to start when the portfolio has more companies than the team can work.
GlossaryCompany dossier
A document with everything the sales team needs to know about a company before the meeting: overview, pains, complexity, technology, who decides and recent events. What sets it apart from a summary is its sales focus: who to talk to, about what and why now. At GoSeek, it comes from 100 to 500 public sources.
GlossaryBuying signals
Observable facts indicating that a company may be entering a decision window, such as job openings in an area, a change in leadership, fundraising, expansion, a regulatory change or a new technology. They raise the probability and give the outreach something to talk about, without proving intent. A signal helps you choose the timing and angle of the conversation, not skip qualification.
GlossarySales trigger
A buying signal with a date: the event that justifies talking to the company now, and not three months from now. A signal describes a state; a trigger marks a dated event, such as an acquisition announced shortly before the outreach. Without a date, the outreach sounds out of date. In the GoSeek dossier, each trigger comes with the date of the event.
GlossaryBuying center
The group of people who influence a B2B decision, each in a role: who uses, who evaluates, who approves the budget, who controls access and who can veto. It rarely matches the org chart, and informal influence weighs as much as the job title. A useful map places each person by power and interest and shows who has not been contacted yet.
GlossaryEconomic decision maker
The person with the authority to release the budget. In Brazilian mid-sized companies, this is usually the partner, the CFO or the founder, and not the area that feels the problem. Confusing them with the champion lengthens the cycle: the champion wants to buy, the decision maker decides whether they can. To reach them, agree on the path with the champion.
GlossaryChampion
A champion, or internal champion, is the person inside the buying company who wants the project to happen and works for it when the salesperson is not around. They have a personal stake in the outcome and enough influence to move the decision.
GlossaryBattlecard
A support sheet the salesperson checks before and during the conversation, with positioning, likely objections, tested answers, comparison with alternatives and opening questions. A good battlecard is short and specific to one company or scenario. The salesperson reads the battlecard before the meeting, and an outdated version hurts more than it helps.
GlossaryMEDDIC and MEDDPICC
MEDDIC is a qualification methodology for complex sales: metrics, economic buyer, decision criteria, decision process, pain and internal champion. MEDDPICC adds the paper process (legal, procurement and signature) and the competition. The method shows what the team still does not know about the deal. In the GoSeek dossier, MEDDPICC arrives pre-filled with what public sources support, as a hypothesis to validate in the conversation.
GlossaryFirmographics
Descriptive attributes of a company used to segment the market: segment, size, revenue, employees, years in operation, legal structure, location and partners. In Brazil, much of it is in public records, but the registry may be out of date. Firmographics narrows the universe; technology and recent events tell you why the company deserves a conversation.
GlossaryTechnographics
Mapping the technologies a company uses: management system, customer service, marketing, cloud and integrations visible on the website or in job openings. It helps estimate digital maturity and anticipate who is already inside the company. The presence of a tool does not prove an active contract.
GlossaryB2B data enrichment
Completing a company record with information from external sources, such as size, segment, address and technology. Enriching a record is different from researching the company, because a filled-in field explains neither context nor buying moment. It is worth checking the provenance: the LGPD, Brazil's data protection law, treats personal contact data differently from company data. At GoSeek, name, job title and LinkedIn come from public sources.
GlossaryLead scoring
A score assigned to each lead or company to sort the queue, combining ICP fit with behavioral and timing signals. It serves to decide the order of work. It loses value when the weights are chosen by opinion and never reviewed. A reliable score is explainable: if the salesperson cannot see what raised the score, they go back to choosing by gut feeling.
GlossaryPre-sales
The stage before negotiation, which researches companies, qualifies demand and prepares the ground for the account executive. In Brazil, it is also the team of SDRs and BDRs, which often handles research, cadence and scheduling all at once. The bottleneck appears when the same person needs volume and depth on the same day. With the research ready before the contact, pre-sales starts delivering useful context for the meeting.
GlossaryABM, account-based marketing
A strategy in which marketing and sales choose a short list of target companies together and treat each one as a market of its own, with message, channel and content made for it. The starting point is the ICP, with a few companies picked by hand. In enterprise sales, ABM only works when the team knows who decides inside the company and what it is going through now. It is measured by how far each chosen company moves in the funnel.
GlossaryProspecting cadence
A planned sequence of contacts with the same person, on set days and channels, such as email, phone, WhatsApp and LinkedIn. Each step has its own reason and its own text, and the cadence ends when the person replies or when the steps run out. The reply rate depends less on the number of touches and more on each message speaking to the company's moment. That is why a good cadence starts after the research.