Sales Acceleration Glossary

The definition of a sales dashboard is an easy-to-read graphical representation of sales data that’s intended to enable sales managers to make better decisions.

The definition of sales force automation refers to a system that is designed to improve sales productivity by automating various sales processes.

The definition of the sales funnel (also known as a revenue funnel or sales process) refers to the buying process that companies lead customers through when purchasing products. A sales funnel is divided into several steps, which differ depending on the particular sales model.

The definition of sales management software refers to systems that enable sales managers to gain increased insight into key performance indicators across their organization.

The definition of sales scripts – sometimes referred to as call scripts or cold calling scripts – refers to a prescribed set of talking points that are commonly used by telemarketers and inside sales reps when speaking to prospects.

The definition of voice over IP (VoIP) refers to a system that enables voice transmissions to be carried over any IP network. The IP systems might include the internet as well as private data networks or office LANs.

The definition of a sales development rep (SDR) is a type of inside sales rep that solely focuses on outbound prospecting. Unlike quota-carrying salespeople, sales development reps don’t focus on closing business. Rather, SDRs they focus on moving leads through the pipeline.

The definition of marketing qualification reps (MQRs) are inside sales reps that focus solely on following up with leads that have engaged with specific marketing content.

The definition of customer success reps are members of an inside sales force that focus on customer retention. Their job is to make sure that customers are satisfied with products and services. It is also up to them to ensure that customers renew their contracts.

The definition of a lead response rep is an inside sales rep who is specifically tasked with following up with leads from inbound marketing campaigns. These inbound leads might include leads who fill out web forms, download marketing content such as eBooks or whitepapers, attend webinars, or answer emails. Lead response reps are also often tasked with taking inbound calls from marketing ads and content.

The definition of sales prospecting is when inside sales reps make outbound calls or send outbound emails to leads in hopes of creating opportunities for account executives. Prospecting can involve cold-calling as well as reaching out to nurture leads that have gone cold.

The definition of local presence is a system that enables inside sales reps to automatically dial prospects using local area codes. Local presence dialers can lift call connection rates by up to 400%, because prospects tend to be far more likely to answer unknown calls from local numbers, rather than toll-free or long distance phone numbers.