The terms a B2B sales team uses every day, defined the way they show up in practice. Precise vocabulary keeps discovery meetings from starting over from scratch.
The discipline of collecting, connecting and interpreting information about companies, markets and competitors to guide sales decisions. Listing companies is only the start: the work is understanding what's happening inside them. In Brazil, the raw material is usually public and scattered. The result only creates value when it reaches the rep as a decision: who to talk to, about what and why now.
The term for sales-focused market intelligence, used by most international tools. When comparing vendors, separate three things sold under the same label: contact databases, account research and sending automation. Paying for one while thinking you bought another is the most common mix-up.
The set of activities that turns unknown companies into qualified opportunities, from market segmentation to the first booked meeting: research, prioritization, outreach and qualification. It gets worse when the team measures contact volume instead of targeting quality. With lean teams and long cycles, it works best when research comes before contact.
Short for ideal customer profile: an objective description of the type of company most likely to buy, succeed and stay a customer. It's an account profile: size, industry, operating model, tech maturity, timing and complexity. Confusing ICP with persona leads the team to the right role at the wrong company. A useful ICP has criteria you can verify in public sources.
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 traceability, with a source and date on every claim and gaps stated as missing. At GoSeek, AI agents produce it from public sources.
Observable facts suggesting a company may be entering a decision period, such as roles opening in an area, a leadership change, fundraising, expansion, a regulatory change or new technology. They raise the likelihood and give outreach a topic, without proving intent. Signals help pick the timing and angle of the conversation, not skip qualification.
A buying signal with a date: the event that justifies talking to the company now, not three months from now. A signal describes a state; a trigger marks a dated event, like an acquisition announced last week. Without a date, outreach sounds out of touch. GoSeek records every trigger with a source and date.
The group of people who influence a B2B decision, each in a role: who uses, who evaluates, who approves budget, who controls access and who can veto. It rarely matches the org chart, and informal influence weighs as much as title. A useful map places each person by power and interest and shows who hasn't been contacted yet.
The person with authority to release budget. In mid-sized Brazilian companies, that's often the owner, the CFO or the founder, not the area feeling the problem. Confusing them with the internal champion stretches the cycle: the champion wants to buy, the economic buyer decides whether they can. To reach them, plan the route together with the champion.
A support sheet reps check before and during a conversation, with positioning, likely objections, tested answers, comparison with alternatives and opening questions. A good battlecard is short and specific to an account or scenario. It prepares your thinking before the meeting, and an outdated one hurts more than it helps.
MEDDIC is a qualification method for complex sales: metrics, economic buyer, decision criteria, decision process, pain and champion. MEDDPICC adds the paper process (legal, procurement and signature) and competition. It exists to expose what the team doesn't know. GoSeek fills in what it found in public sources and flags the rest as gaps.
Descriptive attributes of a company used to segment the market: industry, size, revenue, headcount, years in business, legal form, location and shareholders. In Brazil, much of it is in public records, but registries can be outdated. Firmographics narrow the universe; technology and recent events say why an account deserves a conversation.
Mapping the technologies a company uses: management system, customer service, marketing, cloud and integrations visible on the website or in job posts. It helps estimate digital maturity and anticipate who's already inside the account. A tool being present doesn't prove an active contract. Job posts tend to be the most reliable source, because they show the technology in use now.
Completing a company record with information from external sources, such as size, industry, address and technology. Enriching records is different from researching an account, because a filled field explains neither context nor buying moment. Check where data comes from: data protection law treats personal contact data differently from company data. GoSeek uses public sources and doesn't sell contact lists.
A score given to each lead or account to rank the queue, combining ICP fit with behavior and timing signals. It's for deciding work order. It loses value when weights are picked by opinion and never reviewed. A reliable score is explainable: if reps can't see what raised it, they go back to choosing by gut.
The stage before negotiation that researches accounts, qualifies demand and sets up the account executive. In Brazil, it's also the SDR and BDR team, which often handles research, cadence and scheduling. The bottleneck appears when the same person needs volume and depth on the same day. With automated, traceable research, pre-sales starts delivering useful context for the meeting.
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