All key terms to understand sales automation and lead generation
This glossary contains definitions of the most important terms in sales automation, lead generation, and artificial intelligence. Ideal for SMBs wanting to understand these concepts.
The time between when a prospect expresses interest (form, message, etc.) and when they receive a first response. According to a Harvard Business Review study, responding within the first 5 minutes increases the chances of qualifying the lead by 100x. Capturia responds in under 60 seconds.
📊 391% more conversions if response < 60 seconds
Source: MIT/InsideSales.com
The loss of qualified prospects due to lack of follow-up, slow response times, or absence of capture systems. It's estimated that 78% of leads go to the first responder - the others are "lost" to your business.
📊 78% of leads buy from the first to respond
Source: Lead Response Management Study
A person or company that has shown interest in your products or services. A lead can come from various sources: web form, Instagram message, phone call, ad comment, etc. Capturia captures leads from 8 different sources.
The process of determining if a prospect matches your ideal customer profile. Common criteria include Budget, Authority, Need, and Timeline - known as BANT. Capturia automates this process with intelligent questions.
A computer program designed to simulate conversation with human users. Traditional chatbots follow predefined scripts with decision trees. They often fail with unexpected or off-script questions.
An artificial intelligence system capable of understanding context, interpreting intent, and generating natural responses without rigid scripts. Unlike chatbots, an AI agent can handle complex conversations and objections. This is what Capturia uses.
Customer relationship management software that centralizes information about your prospects and customers, tracks interactions, and automates certain tasks. Examples: HubSpot, Salesforce, GoHighLevel, Pipedrive. Capturia integrates with all major CRMs.
The percentage of leads who become paying customers. Formula: (Number of customers / Number of leads) × 100. A good conversion rate varies by industry but typically ranges between 2% and 5% for B2B.
Communications sent to a prospect after first contact to maintain engagement and move toward a sale. Research shows it takes an average of 8 touch points to close a sale, but 44% of salespeople give up after one follow-up.
📊 80% of sales require 5+ follow-ups
A communication strategy using multiple channels to interact with prospects: email, SMS, social media, phone, web chat. Capturia unifies 8 channels into one system for a consistent experience.
The use of software to automate repetitive marketing tasks: sending emails, lead segmentation, scoring, follow-ups. Enables scaling operations without proportionally increasing human resources.
Return on investment measures the profitability of an investment. Formula: ((Gains - Costs) / Costs) × 100. Capturia guarantees a minimum ROI of 10% sales increase or the service is free.
The process of scheduling an appointment with a qualified prospect. Booking automation eliminates email back-and-forth and reduces no-shows through automatic reminders. Capturia integrates with Calendly, Google Calendar, and others.
An artificial intelligence model trained on vast amounts of text to understand and generate natural language. Examples: GPT-4, Claude, Llama. This is the technology that allows Capturia's AI agents to converse naturally.
A mechanism that allows one application to send real-time data to another application when an event occurs. For example, when a new lead fills out a form, a webhook can instantly trigger a sequence in Capturia.
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