Glossary
B2B sales and AI outbound, defined
Plain definitions of the terms behind modern AI-driven outbound, from Pain-Signal Targeting to interested leads. Each one is written to be quoted.
- Pain-Signal Targeting
- AI Revenue Engine
- Pair Selling
- Trigger Signal
- Interested lead (MQL)
- Micro-campaign
- Contact Verification
- Manual Tasks
- AI SDR
- Email warmup
- Sender reputation
- Account-based marketing (ABM)
- Sales cadence
- Playbook
- Playbook Automation
- Tools
- Tools credits
- Find Accounts
- Find Contacts
- Enrich Contacts
- Phone TCPA Check
- Campaign seat
- DNC Contacts
- My Target Accounts
- Unified Inbox
- Pain-Signal Targeting
- Pain-Signal Targeting is how AvairAI finds the right accounts. Its AI identifies the problems your product solves, then determines which public business events reveal them. Those events are Trigger Signals: a new hire, a leadership change, a funding round, an expansion or acquisition, a regulatory filing, or a management team naming that exact problem as a priority in an earnings call or financial report. AvairAI finds the companies showing that public evidence right now. Every campaign starts with a focused list of pain-matched accounts instead of thousands of cold prospects.
- Trigger Signals feature →
- AI Revenue Engine
- AvairAI originally launched as an AI Revenue Engine. Today we describe it the way buyers search for it: an AI sales prospecting platform built on Pair Selling. Some vendors use 'AI revenue engine' for bottom-funnel revenue tools; AvairAI works at the top of the funnel. It finds the accounts showing the pain you solve and runs the outbound that delivers interested leads, while your reps book and close.
- See how AvairAI works →
- Pair Selling
- Pair Selling is AvairAI's methodology: AI agents handle the entire prospecting workflow — finding accounts, building verified contact lists, and running personalized multi-channel outreach — while the human salesperson focuses on relationships and closing. Salespeople are irreplaceable; AI makes them unstoppable. With Pair Selling, you never sell alone.
- What is Pair Selling →
- Trigger Signal
- A Trigger Signal is a real-world business event — a funding round, a hiring spike, a leadership change, or an M&A move — that shows an account is feeling the pain your product solves right now. AvairAI targets accounts on their Trigger Signals, so you reach them at the moment they are most ready to buy instead of guessing by industry and title.
- Guide to B2B buying signals →
- Interested lead (MQL)
- An interested lead, or Marketing Qualified Lead (MQL), is a prospect who replies or engages with genuine interest, for example by requesting a meeting or engaging with a call. AvairAI surfaces interested leads; a human rep books and closes them. An auto-reply, out-of-office, or disinterested reply does not count.
- Micro-campaign
- A micro-campaign is a tightly focused outbound campaign aimed at a small, well-defined audience, usually about 200 to 500 contacts, with highly relevant messaging. The idea is that precision beats volume: fewer, more relevant messages earn more replies and protect your sending reputation.
- Multi-channel campaigns →
- Contact Verification
- Contact Verification checks each contact on two layers right before a campaign sends: whether the email is deliverable, and whether the person still works at that company. AvairAI uses a green, yellow, red status and cut bounce rates from about 30% to under 2% in its own campaigns.
- Contact verification feature →
- Manual Tasks
- Manual Tasks are ready-to-run outreach steps queued for a human rep, such as a call or a LinkedIn touch, each with the contact, the number, and an AI-written script. Calls and LinkedIn stay rep-completed to keep them compliant and to protect your accounts.
- AI SDR
- An AI SDR (Sales Development Representative) is software that runs the prospecting and outreach a human SDR would otherwise do by hand. Fully autonomous AI SDRs aim to replace the rep; AvairAI takes the hybrid path — an AI sales prospecting platform built on Pair Selling — pairing AI prospecting with a human rep on the close.
- Best AI SDR tools →
- Email warmup
- Email warmup gradually builds a mailbox sender reputation, over roughly 30 days, so messages land in the inbox instead of spam. It is the single biggest deliverability lift in cold outreach. AvairAI includes warmup on every plan rather than charging per mailbox.
- Email warmup feature →
- Sender reputation
- Sender reputation is how mailbox providers like Gmail and Outlook score the trustworthiness of your sending domain and mailbox. It decides whether your email reaches the inbox or spam. Warmup builds it; bounced contacts erode it, which is why verification matters.
- Account-based marketing (ABM)
- Account-based marketing (ABM) targets a defined set of high-value accounts with personalized outreach, rather than casting a wide net. AvairAI applies ABM at scale through focused micro-campaigns built around your ideal customer profile and live buying signals.
- What is ABM →
- Sales cadence
- A sales cadence is a structured series of outreach touches across channels, spaced over days or weeks so no prospect is forgotten. AvairAI ships a pre-built version it calls a campaign: a 12-touch program over three weeks, with six emails, four calls, and two LinkedIn touches.
- Multi-channel campaigns →
- Playbook
- A Playbook is a ranked portfolio of narrow outbound campaigns for the year ahead, planned by AvairAI from your website and an optional ICP document. Each campaign is one industry, company-size and location slice with a one-line rationale, up to 200 per Playbook. A Goal calculator works back from a revenue target to the interested leads it needs, always shown as a range, and sizes the plan to it. Territories and version history keep the plan alive as results come in.
- Playbook →
- Playbook Automation
- Playbook Automation is the AvairAI add-on that turns a Playbook into campaigns on schedule. Build creates each campaign for your review and sends nothing. Build and Execute creates and launches each campaign with a launch notice and a review window in which anyone with access can cancel. It costs $999 a month on Professional and Growth and is not available on Starter; planning itself is included in every paid plan.
- Playbook →
- Tools
- Tools are four AvairAI data utilities that run without creating a campaign: Find Accounts, Find Contacts, Enrich Contacts and Phone TCPA Check. They search live and verify at the moment you ask, draw on one credit pool shared by the whole company (100, 300 or 1,000 credits a month by plan, packs at $20 for 200), never consume campaign capacity and keep results downloadable for 30 days.
- Tools →
- Tools credits
- Tools credits are the unit AvairAI Tools consume. Every plan includes a monthly allowance pooled across the company (100 on Starter, 300 on Professional, 1,000 on Growth; the free trial includes 50), and credit packs of 200 for $20 never expire while you stay subscribed. Monthly credits are spent first, then pack credits. A run shows its reservation up front, and the final charge never exceeds it.
- Tools →
- Find Accounts
- Find Accounts is the AvairAI tool that runs Pain-Signal Targeting on demand. Give it your website and your ICP and it returns accounts showing public evidence of the pain you solve, each with the Trigger Signal that surfaced it, the source and the date, plus the personas and titles worth reaching. It costs 5 credits per account with a live signal and 2 per baseline account, and returns up to 40 accounts per run.
- Tools →
- Find Contacts
- Find Contacts is the AvairAI tool that searches live for verified contacts at a company you name. Choose titles or a role bucket and a depth of 3, 5, 10 or 15 contacts per account. It costs 2 credits per contact returned and nothing for an account with no match, and on paid plans it takes a CSV of up to 50 accounts.
- Tools →
- Enrich Contacts
- Enrich Contacts is the AvairAI tool that checks whether a contact record is still right. Give it a name and a company and it returns the current employer, title, email, LinkedIn profile and phone with a grade for every row (verified, review recommended, confirmed wrong or could not be determined) and a Moved badge when someone has changed jobs. It costs 1 credit per contact and takes CSV batches of up to 200 on paid plans.
- Tools →
- Phone TCPA Check
- Phone TCPA Check is the AvairAI tool that screens a US phone number before a rep dials. For each unique valid number it reports the line type, federal and state Do Not Call hits, whether the number matches a known TCPA litigator and known-complainer status. It reports the checks it ran and never issues a calling verdict; an incomplete check is never shown as clear. It costs 2 credits per number and takes CSV batches of up to 200 on paid plans.
- TCPA compliance for sales →
- Campaign seat
- A campaign seat is a person who can create and run campaigns in AvairAI. Starter includes 1 seat, Professional 3 and Growth 10, and extra seats are $99 a month on any plan. A seat adds a person and nothing else: monthly campaigns and Tools credits belong to the company as one shared pool. Admins and Managers who do not run campaigns do not need a seat.
- Team and roles →
- DNC Contacts
- DNC Contacts is the organization-wide Do Not Call list for individual people in AvairAI. It sits alongside DNC Accounts, so an opt-out can exclude a single person or a whole company from every campaign and every Tools run across the organization.
- TCPA compliance for sales →
- My Target Accounts
- My Target Accounts lets you bring your own account list to an AvairAI campaign. Your list replaces AI account discovery for that campaign; AvairAI still sources and verifies the contacts, writes the messaging and runs the cadence.
- How it works →
- Unified Inbox
- The Unified Inbox is where every campaign reply lands in AvairAI. AI classifies the intent of each reply, sends an automatic campaign-specific acknowledgment where appropriate and routes the conversation to the rep who owns it. It never books a meeting; the rep does.
- Multi-channel campaigns →