Sales Glossary
Clear definitions for B2B sales, outbound prospecting, and sales automation terms. From AI SDR to email deliverability — everything you need to know.
A
Account-Based Selling
Account-based selling, often abbreviated as ABS, is a strategic sales methodology that treats individual target accounts as markets of one, concentrat...
AI Sales Agent
An AI sales agent is an autonomous software system that performs sales tasks traditionally handled by human representatives, including prospecting, ou...
AI SDR (AI Sales Development Representative)
An AI SDR is an artificial intelligence system that automates the core functions traditionally performed by human Sales Development Representatives, i...
Automated Outbound
Automated outbound refers to the use of software systems to execute outbound sales activities — prospecting, outreach, follow-ups, and meeting schedul...
B
B2B Data Enrichment
B2B data enrichment is the process of enhancing existing business contact and account records with additional, accurate, and up-to-date information fr...
B2B Prospecting
B2B prospecting is the process of identifying and reaching out to potential business customers who match an organization's Ideal Customer Profile. It ...
Buying Intent
Buying intent, also known as purchase intent or buyer intent, refers to the observable signals and data points that indicate a prospect or account is ...
C
Cold Calling
Cold calling is the practice of making unsolicited phone calls to potential customers with whom the caller has no prior relationship, typically to int...
Cold Email
A cold email is an unsolicited email sent to a recipient with whom the sender has no prior relationship, typically for the purpose of initiating a bus...
Conversation Intelligence
Conversation intelligence is a category of software that uses AI to record, transcribe, and analyze sales conversations — phone calls, video meetings,...
Cost Per Meeting
Cost per meeting (CPM in sales contexts, not to be confused with advertising CPM) is a key performance metric that measures the total cost of generati...
CRM Integration
CRM integration connects a Customer Relationship Management system (such as Salesforce, HubSpot, or Pipedrive) with other business tools to enable aut...
E
Email Bounce Rate
Email bounce rate is the percentage of sent emails that are returned (bounced) without reaching the recipient's inbox. It is calculated as (bounced em...
Email Deliverability
Email deliverability refers to the ability of an email to successfully reach the recipient's inbox rather than being filtered into spam, junk, promoti...
Email Sequence
An email sequence (also called a drip campaign or cadence) is a series of pre-planned emails sent to a prospect or group of prospects over a defined t...
Email Warmup
Email warmup is the systematic process of gradually increasing the sending volume and building positive engagement signals on a new or dormant email a...
G
GTM Engineer
A GTM (Go-To-Market) Engineer is a technical role that sits at the intersection of sales, marketing, and engineering, responsible for designing, build...
GTM Strategy (Go-To-Market Strategy)
A go-to-market (GTM) strategy is the comprehensive plan a company uses to launch a product, enter a new market, or expand to a new customer segment. I...
I
Ideal Customer Profile (ICP)
An Ideal Customer Profile, commonly abbreviated as ICP, is a detailed description of the type of company or organization that would derive the most va...
Inbound Lead
An inbound lead is a prospective customer who initiates contact with a company through marketing channels rather than being contacted proactively thro...
Intent Data
Intent data is information that indicates a prospect's likelihood to purchase a product or service, based on their online behavior, content consumptio...
L
Lead List
A lead list is a curated database of prospect contact information — name, job title, company, email address, phone number, and enrichment data — match...
Lead Scoring
Lead scoring is a methodology used by sales and marketing teams to rank prospects against a scale that represents the perceived value each lead repres...
LinkedIn Automation
LinkedIn automation refers to the use of software tools to automate outbound activities on LinkedIn, including connection requests, direct messages, p...
M
Meeting Booking Automation
Meeting booking automation is the use of software to automatically schedule meetings between sales teams and qualified prospects, eliminating the back...
Multi-Channel Outreach
Multi-channel outreach is a sales engagement strategy that uses multiple communication channels, such as email, LinkedIn, phone calls, SMS, video mess...
Multichannel Sales
Multichannel sales (also called multi-channel outreach or omnichannel sales) is a sales engagement strategy that uses multiple communication channels ...
S
Sales Automation
Sales automation refers to the use of software and technology to automate repetitive, manual tasks within the sales process, enabling sales teams to f...
Sales Cadence
A sales cadence, also called a sales sequence or sales engagement sequence, is a structured series of touchpoints that a salesperson or automated syst...
Sales Engagement Platform
A sales engagement platform (SEP) is software that helps sales teams manage and automate their interactions with prospects across multiple communicati...
Sales Pipeline
A sales pipeline is a visual and analytical representation of where prospects and opportunities stand in the sales process at any given time, organize...
Sales Tech Stack
A sales tech stack is the combination of software tools a sales organization uses to manage its pipeline from prospecting through closing. For B2B out...
SDR Automation
SDR automation is the use of software to automate tasks traditionally performed by human Sales Development Representatives, including prospect identif...
Sender Reputation
Sender reputation is a score assigned by email service providers (ESPs) like Gmail, Outlook, and Yahoo that determines how your emails are handled — w...
Sequence Optimization
Sequence optimization is the process of improving the performance of automated outreach sequences by systematically adjusting variables to increase re...
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