Buyer Behaviour
Account Identification Matching an identified company to an existing account record in your CRM. Behavioural Analytics Analysis of user actions to understand intent, interest, and engagement. Behavioural Data Data created when people interact with websites, campaigns, apps, and content. Buyer Intent Signals that suggest a person or company may be actively researching a solution. Buyer Readiness How prepared a buyer appears to be for sales engagement or purchase discussion. Buying Committee The group of stakeholders involved in a B2B purchase decision. Buying Signals Actions that suggest commercial interest or sales readiness. Digital Body Language The pattern of online behaviors a buyer displays that reveals their level of interest. Event Tracking Capturing meaningful actions such as clicks, form fills, downloads, and page views. First-Party Data Data collected directly from your own website, CRM, products, and campaigns. Intent Detection The process and technology used to identify buying intent from a visitor's behavior. Third-Party Intent Data External data that suggests interest in topics, vendors, or categories. Website Visitor Identification Matching anonymous website visitors to a known company or contact record. Website Visitor Tracking Tracking how visitors interact with pages, forms, campaigns, and journeys.
First-party data collection
Behavioral data Behavioural Analytics Analysis of user actions to understand intent, interest, and engagement. Buyer Intent Signals that suggest a person or company may be actively researching a solution. Buying Signals Actions that suggest commercial interest or sales readiness. First-Party Data Data collected directly from your own website, CRM, products, and campaigns.
Integrations & Platforms
Braze A customer engagement platform used for cross-channel marketing journeys. CDP A platform used to unify customer data and support segmentation or activation. CRM Integration Connecting systems so customer activity can be seen and used inside CRM. Customer Data Platform A system that collects and activates customer data across tools and channels. Reverse ETL Sending data from a warehouse into operational sales and marketing tools. Salesforce Marketing Cloud A Salesforce platform for customer journeys, email, messaging, and marketing automation. Segment A customer data platform used to collect and route event data. Slack Alerts Sales or marketing notifications delivered into Slack based on buyer activity. Zapier A no-code automation platform used to connect apps and trigger workflows.
Lead Scoring
Account Monitoring Ongoing surveillance of scored accounts to catch meaningful changes in fit or activity. Account Prioritization Ranking target accounts so sales and marketing focus on the most valuable first. Account Qualification Determining whether a target account is a good fit before investing sales or ABM effort. Account Scoring Ranking companies based on engagement, fit, and buying activity. Behavioural Lead Scoring Scoring based on real buyer actions such as page visits and form fills. Engagement Score A measure of how actively a lead or account interacts with your brand. Fit Score How closely a lead or account matches your ideal customer profile. Intent Score A score that reflects buying interest based on behaviour and signals. Lead Grading Qualifying leads using firmographic, demographic, or Salesforce field data. Lead Qualification The process of deciding whether a lead is ready for sales follow-up. Lead Score Threshold The specific score at which a lead is considered ready for sales handoff. Lead Scoring How teams rank leads based on fit, behaviour, and sales readiness. Lead Scoring Automation Automatically recalculating lead scores in real time as new activity happens. Lead Scoring Model The framework or methodology used to calculate a lead's score. MQL A marketing qualified lead that meets agreed readiness criteria. Opportunity Scoring Scoring open opportunities based on behaviour and deal context. Predictive Lead Scoring Using data models to predict which leads are most likely to convert. Sales Qualification The sales-side process of vetting whether an opportunity is worth pursuing. SQL A sales qualified lead accepted as ready for direct sales engagement.
Marketing Activation
Behavioural Personalisation Personalising messages, banners, journeys, or sales actions from buyer behaviour. Behavioural Segmentation Grouping leads or accounts based on actions, interests, and engagement. Dynamic Segmentation Segments that update automatically as buyer behaviour changes. Journey Orchestration Coordinating customer journeys across channels, teams, and systems. Next Best Action A recommended sales or marketing action based on customer context. Personalisation Adapting marketing or sales experiences based on data and behaviour. Sales Alerts Notifications that tell sales when a lead or account becomes active. Sales Triggers Specific buyer or account events that indicate a good moment for sales to reach out. Trigger Marketing Marketing actions launched automatically after a buyer signal or event. Workflow Automation Automating operational actions based on data, rules, and buyer behaviour.
Marketing Attribution
Behavioral data Campaign Attribution Understanding how campaigns contribute to leads, pipeline, and revenue. First-Touch Attribution Giving credit to the first known interaction in the buyer journey. Last-Touch Attribution Giving credit to the final known interaction before conversion. Marketing Attribution Assigning influence or credit to marketing activity across the buyer journey. Multi-Touch Attribution Attribution that considers multiple interactions before conversion or revenue. Pipeline Attribution Understanding which campaigns and behaviours influence opportunity creation. Revenue Attribution Connecting marketing activity to closed-won revenue and business impact. Touchpoint Any meaningful interaction a buyer has with marketing, sales, or product experiences. U-Shaped Attribution A model that emphasises first touch and lead conversion touchpoints.
Marketing Ops & RevOps
CRM Enrichment Improving CRM records with additional data, attributes, or context. Firmographic Data Company-level data such as industry, size, region, revenue, or segment. Ideal Customer Profile The characteristics of companies most likely to become successful customers. Lead Routing Assigning leads to the right person or team based on rules and data. Marketing Operations The team responsible for marketing systems, data, automation, and measurement. Progressive Profiling Collecting more information over time instead of asking for everything at once. Revenue Operations The function responsible for aligning marketing, sales, systems, and revenue processes. Sales Operations The team responsible for sales process, productivity, data, and performance. Technographic Data Information about the tools, platforms, and technologies a company uses.
Revenue Intelligence
Account Intelligence A unified, account-level view combining firmographic, engagement, and buying signal data. AI Sales Intelligence Sales intelligence enhanced with AI to surface insights and prioritize accounts automatically. Behavioural CRM A CRM approach where buyer behaviour becomes visible and actionable inside sales records. Behavioural Intelligence Insight created by analysing what buyers do across websites, campaigns, and journeys. Behavioural Profile A profile of a lead or account built from their actions and engagement history. Behavioural Timeline A chronological view of buyer activity across web, campaigns, and touchpoints. Buyer Intelligence Signals and context that help teams understand buying intent and readiness. Customer Intelligence Customer context built from behaviour, CRM data, engagement, and lifecycle activity. Demand Intelligence Market-level insight into which segments or accounts are actively in-market for a solution. Revenue Intelligence Using customer, sales, marketing, and pipeline data to improve revenue decisions. Revenue Signals Signals that help revenue teams prioritise accounts, buyers, and opportunities. Sales Intelligence Data and tools that help sales teams prospect, research, and engage more effectively. Sales Readiness The point at which a lead or account shows enough fit and intent for sales action.
Salesforce
Salesforce Accounts Company records that connect people, opportunities, and account-level activity. Salesforce Campaigns Campaign records used to track marketing activity and campaign influence. Salesforce CRM The system of record for leads, contacts, accounts, opportunities, and revenue activity. Salesforce Dashboards Visual reporting tools for campaign, sales, pipeline, and revenue performance. Salesforce Flow Salesforce automation used to update records, trigger actions, and manage processes. Salesforce Lead Scoring Scoring leads and contacts using Salesforce data and behavioural activity. Salesforce Opportunities Sales pipeline records used to track potential revenue and deal progress. Salesforce Reports Structured views of Salesforce data used for analysis and operational decisions.
Turn buyer behaviour into Salesforce intelligence
SalesWings helps teams capture first-party behavioural data, score leads and accounts, trigger actions, and surface revenue intelligence inside Salesforce.
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