Glossary
Clear definitions for the CRM, go-to-market, and AI-search terms that matter — written to be genuinely useful (and citable).
Answer Engine Optimization
Answer Engine Optimization (AEO) is the practice of structuring content so AI answer engines like ChatGPT, Perplexity and Google AI Overviews cite it as a source.
Generative Engine Optimization
Generative Engine Optimization (GEO) is optimizing content so it gets cited in AI-generated answers from ChatGPT, Perplexity, Google AI Overviews, Gemini and more.
AEO (Answer Engine Optimization)
AEO stands for Answer Engine Optimization — structuring content so AI answer engines like ChatGPT, Perplexity, and Google AI Overviews cite it directly.
AI Visibility
AI visibility is how often and prominently a brand appears as a cited source in AI-generated answers from ChatGPT, Perplexity, Google AI Overviews, and others.
LLM SEO
LLM SEO is search optimization adapted for LLM-powered search and chat. Learn how structure, authority, and extractability help content get cited in AI answers.
CRM (Customer Relationship Management)
CRM (Customer Relationship Management) is software for managing a company's contacts, deals, and interactions in one system. Learn what a CRM does and why it matters.
Data Enrichment
Data enrichment augments your CRM records with external data — firmographics, contact details, and intent signals — to improve targeting, routing, and lead quality.
GTM (Go-to-Market)
GTM (go-to-market) is the strategy and coordinated motion a company uses to bring a product to its target customers across marketing, sales, and RevOps.
Lead Enrichment
Lead enrichment automatically adds firmographic, role, and contact data to lead records so teams can score, qualify, and route inbound and outbound leads faster.
Sales Pipeline
A sales pipeline is the visual sequence of stages a deal moves through from lead to close. Learn how pipeline stages, management, and forecasting work.
Ideal Customer Profile (ICP)
An Ideal Customer Profile (ICP) defines the firmographic and behavioral traits of accounts most likely to buy and succeed. Learn how to build, use, and refine an ICP to focus sales and marketing.
Lead Scoring
Lead scoring assigns numeric values to leads based on fit and engagement so sales can prioritize the most promising prospects. Learn rule-based vs. predictive scoring.
Sales Funnel
A sales funnel is the stages a prospect moves through from awareness to purchase. Learn the funnel stages, how the funnel differs from a pipeline, and how to measure it.
Churn Rate
Churn rate is the percentage of customers or revenue lost in a period. Learn how to calculate customer vs. revenue churn and why it's a core SaaS retention metric.
Customer Lifetime Value (LTV)
Customer Lifetime Value (LTV or CLV) is the total revenue a business expects from a customer over the relationship. Learn how to calculate it and pair it with CAC.
Account-Based Marketing (ABM)
Account-Based Marketing (ABM) targets specific high-value accounts with personalized, sales-aligned campaigns — treating each account as a "market of one" instead of chasing broad leads.
Google AI Overviews
Google AI Overviews are AI-generated answer summaries shown at the top of search results. Learn how they work, why they reduce clicks, and how to get your content cited in them.
Zero-Click Search
Zero-click search is a query answered directly on the results page — via AI Overviews, featured snippets, or knowledge panels — with no click to any website.