Glossary
The language of B2B pipeline
Clear, no jargon definitions of the terms Sales and Marketing leaders use every day. Each one leads with the answer.
A
- Account Based Marketing (ABM)Account based marketing is a B2B strategy in which Marketing and Sales concentrate their effort on a defined list of target accounts, and engage the people inside each account with coordinated, relevant outreach, rather than marketing to a broad audience and filtering for fit afterward.Read the definition
- Account Based OutboundAccount based outbound is a targeted strategy that concentrates coordinated outreach across email, phone and LinkedIn on a specific list of high value accounts rather than a broad market. Multiple contacts inside each account are reached with a consistent, tailored message to create opportunities where deal size justifies the focus.Read the definition
- Account Based SellingAccount based selling is the sales side of an account based strategy: sellers pursue a defined list of target accounts, research each one, and engage several stakeholders in the buying committee with coordinated, tailored outreach.Read the definition
- Account EngagementAccount engagement measures how actively the people inside a target account are interacting with a company, across replies, meetings, calls, content and events, aggregated at the account level rather than per contact.Read the definition
- Appointment SettingAppointment setting is an outbound service focused on booking qualified sales meetings between a company and prospects who fit its ideal customer profile. It coordinates email, phone and social outreach with the single goal of a confirmed meeting on the sales team's calendar.Read the definition
B
- B2B Lead GenerationB2B lead generation is the process of identifying target accounts, discovering the right contacts inside them, and creating qualified sales opportunities through outreach. Done well it is a system of targeting, messaging and follow up rather than a one time list of names.Read the definition
- Buying CommitteeA buying committee is the group of people inside a company who influence or decide a B2B purchase, typically including an economic buyer, a champion, technical and financial evaluators, end users and sometimes a blocker.Read the definition
C
- Cold Calling ServicesCold calling services are outbound phone programs in which trained callers reach prospects directly to start conversations, qualify fit and generate sales opportunities. The channel adds a human, real time layer to outbound that can reach buyers who do not respond to email.Read the definition
- Cold Email OutreachCold email outreach is a managed outbound channel in which targeted, permission conscious emails are sent to prospects who fit an ideal customer profile, with the goal of starting qualified sales conversations. A complete program covers domain and inbox infrastructure, deliverability, list quality, copywriting and reply handling rather than sending alone.Read the definition
I
- Ideal Customer Profile (ICP)An ideal customer profile is a precise description of the companies most likely to buy and succeed with a product, defined by attributes like industry, company size, technology, growth stage and the business problems they face. It is the foundation of every outbound program because it decides who gets contacted.Read the definition
- Intent SignalsIntent signals are indications that a company may be researching or preparing to buy in a category, such as topic research activity, visits to relevant pages, hiring for related roles, funding or leadership changes.Read the definition
M
- Marketing Sourced PipelineMarketing sourced pipeline is the value of sales opportunities whose first qualifying touch is attributed to a marketing program. Marketing influenced pipeline is the broader set of opportunities that marketing touched at any point before they closed.Read the definition
- Multichannel OutreachMultichannel outreach is contacting prospects through several coordinated channels, usually email, LinkedIn and phone, as one planned sequence in which each touch builds on the last.Read the definition
O
- Outbound Sales StrategyOutbound sales strategy is the planning layer of pipeline generation: the go to market approach, target model, messaging frameworks and playbooks that direct where and how outbound effort is spent. It is the difference between activity and a repeatable system that produces predictable pipeline.Read the definition
- Outsourced Revenue TeamAn outsourced revenue team is an external group that owns outbound prospecting, qualification and meeting generation on behalf of a company, functioning as an extension of its sales organization. It gives a business pipeline output without the cost and time of recruiting, training and managing an internal sales development department.Read the definition
P
- Pipeline CoveragePipeline coverage is the ratio of qualified pipeline value to the revenue target for a period. It shows whether a sales team has enough opportunities in play to reach its number given its win rate.Read the definition
- Pipeline GenerationPipeline generation is the work of creating new qualified sales opportunities on a predictable schedule, rather than waiting for inbound interest. It combines targeting, outbound outreach and qualification so a sales team always has enough live opportunities to hit revenue goals.Read the definition
- Prospect Data & ResearchProspect data and research is the discipline of building accurate, segmented contact lists and the sales intelligence behind them, including ideal customer profile development, list building and enrichment. Clean, well targeted data is the foundation that determines whether every other outbound channel performs.Read the definition
S
- Sales Development Representative (SDR)A sales development representative is a sales professional who focuses on the top of the funnel: prospecting target accounts, running outreach and qualifying interest into booked meetings for account executives. SDRs are measured on activity, qualified meetings and pipeline created rather than on closed revenue.Read the definition
- SDR OutsourcingSDR outsourcing is the practice of using an external sales development team to handle prospecting, outreach, qualification and meeting setting instead of recruiting and managing those reps in house. The provider supplies the people, process, tooling and management while the client keeps ownership of closing.Read the definition
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