Sales Acceleration Glossary

Decode the terminology, jargon and key terms used by high-performing sales teams.

What is an Auto-Dialer?
The definition of automatic dialers (or auto-dialers) describes a system that can automate and expedite the dialing of phone numbers.
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What is B2B Sales?
The definition of business-to-business (B2B) sales is a sales model that involves one business selling products or services to another business.
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What is Call Routing?
The definition of a call routing system – also known as an automatic call distributor or ACD – describes a tool that can route calls to individual agents or queues based on preestablished criteria such as the time of day that a caller dials a business.
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What is Click-to-Call?
The definition of click-to-call (which is sometimes called click-to-talk, or click-to-text) refers to a type of digital communication in which a person clicks a button or text to make a phone call.
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What is a Cold Call?
The definition of a cold call describes the process of a sales rep dialing a lead while having little-to-no information about that lead. Today, cold calls are far more common in sales environments that use predictive dialers, or that demand reps to make extremely high volumes of calls each day.
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What is CTI?
The definition of computer telephony integration (CTI) is a term that can be used to describe any technology that enables computers to interact with telephones. However, the term is primarily used to describe desktop interactions that improve human agents’ productivity.
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What is a Hosted Dialer?
The definition of a hosted dialer describes any auto-dialer or predictive dialer that is based in the cloud. Cloud dialers offer the advantage of democratizing hardware costs as well as IT costs, since they are often easier to configure than traditional dialing solutions.
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What is IVR?
The definition of interactive voice response (IVR) describes technology that enables humans to interact with computers using their voices or by using DTMF tones inputted through a phone’s keypad.
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What is Lead Response Time?
The definition of lead response time refers to a metric that gauges how long it takes to follow up with a lead that has contacted a business (either by calling, emailing or filling out a form).
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What is Mobile CRM?
The definition of mobile CRM describes an app that enables remote employees to interact with prospects and customers on their mobile devices.
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What are Predictive Analytics?
The definition of predictive analytics describes specific business metrics/key performance indicators (KPIs) that leverage past data and trends in order to make predictions about how sales teams will perform during upcoming quarters.
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What is a Predictive Dialer?
The definition of predictive dialers refers to an outbound calling system that automatically dials from a list of telephone numbers. Predictive dialing systems utilize call metrics to predict the moment when a human agent will be free to take the next call.
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