GTM & Follow-up Glossary
GTM stands for Go-To-Market Strategy.
It is a step-by-step plan a business uses to launch a product, acquire customers, and grow revenue.
A GTM strategy clearly defines:
Follow-ups play a critical role in GTM because most customers do not convert on the first interaction.
ICP stands for Ideal Customer Profile.
It describes the type of customer that is the best fit for your product or service.
Follow-ups work best when the ICP is clearly defined.
CAC is the total cost required to acquire one paying customer.
Effective follow-ups reduce CAC by improving conversions without increasing spend.
LTV represents the total revenue a customer generates over their lifetime.
A funnel represents the journey a prospect takes from first contact to conversion.
Follow-ups are essential in all GTM motions.
A value proposition explains why a customer should choose you.
Signals are observable actions that indicate interest.
Buying signals indicate readiness to make a decision.
Web intent refers to user behavior on a website that shows interest.
Intent data is behavioral information that suggests buying interest.
Lead nurturing builds relationships with prospects over time.
A drip campaign is an automated sequence of messages sent on a schedule.
Follow-up automation ensures every lead is contacted without manual effort.
Cold lead revival re-engages leads that stopped responding.
Messages are sent automatically based on user actions.
Multi-step follow-ups involve multiple messages sent over time.
A CRM stores lead data, interactions, and follow-up status.
Webhooks allow systems to exchange data in real time.
An API allows different software tools to communicate.
Clay is an AI-based tool for lead generation, enrichment, and research.
Email deliverability determines whether emails reach inboxes.
SMS automation sends text messages automatically based on triggers.