Glossary

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 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...

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...

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 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...

E

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 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...

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...

L

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...

M

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...

O

Outbound Sales

Outbound sales is a proactive sales strategy in which sales representatives initiate contact with potential customers through channels like cold email...

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 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...

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