TL;DR: Definitions only. No examples, no explanations of why — see the linked articles for that.
Signal
A behavioral or firmographic indicator of buyer intent. A LinkedIn post about your category, a demo view, a job change, a reply to your sequence — all signals. Every signal carries an intent source, and there are five live ones:
- Attribution — outcomes from your own outbound: replies, conversions
- 1st party — behaviour aimed at you (your website, your demo, your content)
- 2nd party — behaviour on someone else's surface that you can observe (review sites, competitor audiences, lookalikes)
- Account intent — company-level intent rather than a named person
- Zero intent — bulk list imports that carry no intent at all: LinkedIn Search, Sales Navigator, CSV Upload, Connections
"Zero intent" is easy to misread. It does not mean self-declared or high-intent — it means the opposite: these are people you brought in from a list, with nothing yet indicating they want to talk. A sixth category, 3rd party, exists in the data but is retired.
ICP — Ideal Customer Profile
A company-level targeting definition. Specifies the kind of companies you want to sell to. Every record in your workspace gets an ICP code (which ICP it matches) and an ICP score (how well, 0–100).
Persona
A person-level targeting definition inside an ICP. Specifies the kind of people at that company you want to reach. Every record gets a Persona code and Persona score.
Parameter
A single criterion inside an ICP or Persona. Industry, employee count, revenue band, title pattern, seniority, geo, tech stack — each is a parameter.
Parameter mode
How a parameter is applied. Three modes:
- Filter — hard gate. Records that fail the parameter are not in this ICP / Persona, period.
- Score — weighted contribution. Records get points for matching; non-matchers still count, with lower score.
- Exclude — hard removal. Even matching records are tossed if they trip an exclude rule.
Audience
A saved filter over your workspace, scoped to a GTM motion. Auto-updates as new records qualify or stop qualifying. Pushes to destinations on a sync schedule.
Engagement Score
A composite per-record measure of signal strength, recency and source weight.
Engagement Stage
The label a record carries. There are five, and they are decided by a rule ladder evaluated in priority order — not by score bands. The first rung a record matches wins: Hot → Warm → In-market → Cool → Cold.
Hot and Warm are driven by first-party signals, In-market and Cool by second-party ones. Because first-party outranks second-party, Warm sits above In-market. Cold is the catch-all: nothing matched, usually because the record's signals have aged out. Configure the ladder in Settings → Team and engagement stages.
Named Signal Source
Explicit attribution of which signal triggered the record's inclusion. Shown on the Lead / Account detail page's Activity panel. Lets you trace any qualified lead back to the behavior that flagged them.
Qualification
The process of scoring a record against your ICPs and Personas. Runs automatically on intake, and again when new enrichment data or a new signal lands. There is no manual re-qualify — editing an ICP or Persona does not re-score records already qualified under the old definition.
Autoqualify
A signal-level setting. When on, any record the signal surfaces is automatically qualified against your ICPs and Personas. When off, the signal still captures the record but won't run qualification.
Enrichment
The process of filling missing contact details on a record. Four channels: work email, personal email, phone, and social handles. Runs as a multi-provider waterfall.
Waterfall
The ordered sequence of enrichment providers tried for a single record. The first provider that returns a usable contact wins; the rest are skipped, so you pay once per match. The cascade is a fixed 15-provider order, identical for every workspace — there are no provider-level controls to reorder, disable, or downweight one.
Destination
A downstream tool your audiences push to. Seven connectors are live: Webhook, HeyReach, Prosp, Smartlead, Instantly, Lemlist and Twain.
Sync
A single push of an audience's members to a destination. Cadence is set per audience-destination pair: Immediately, batched in a rolling window, once a day at a fixed time, or once a week at a fixed time.
Credit
The pricing unit. Most actions cost some number of credits — enrichment, qualification, signal capture each have published per-action costs. See the pricing page for current values.
Copilot
The in-app AI assistant. Acts on platform setup (ICPs, Personas, signals, audiences) and on individual records (research, drafts, summaries). Owns the root URL of the app and a context-aware button on every page.