B2B prospect
A company or account that may be commercially relevant for a product or service but has not necessarily demonstrated verified purchase intent.
B2B SALES GLOSSARY
B2B sales glossary
This glossary gives consistent meanings to core terms used across Atlas Find and B2B sales research. The goal is to reduce ambiguity around terms such as lead, prospect, authorized distributor and sales signal.
Last reviewed: August 12, 2026
DEFINITIONS
Use core B2B sales concepts consistently.
Lead
A person or company record that has entered the sales process. In Atlas Find, a discovered account can become a lead when moved into CRM and follow-up.
Account
An organization tracked at company level by a sales team. One account may contain multiple contacts or opportunities.
Decision maker
A person who may influence purchasing, budget, technical evaluation or procurement. Role and identity should be supported by public evidence.
Buyer discovery
The process of researching business categories that could use a product or service and finding potential companies that match those categories.
Distributor
A business that distributes a manufacturer’s or brand’s products within a region or channel. “Authorized distributor” is a stronger claim that requires evidence.
Wholesaler
A company that typically purchases goods in volume and resells them to businesses or retailers.
Importer
A business that brings products into a country for commercial distribution or sale.
Dealer / reseller
A channel partner that sells products to customers or downstream partners. An official dealer relationship should be verified with direct evidence.
ICP
Ideal Customer Profile; a definition of the accounts most likely to fit a sales motion based on industry, size, location, use case and similar characteristics.
Sales signal
An observable business event or change that may affect account priority. It is not definitive purchase intent by itself.
Evidence
A source link or public-web fact that supports a company, person or commercial-relationship claim.
Confidence score
A signal intended to help interpret the quality of available evidence, match and context; it is not a guarantee of correctness.
CRM pipeline
A workflow used to track prospects through stages such as new, contacted, proposal and won.
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