Sales & Revenue Operations Glossary

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.

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.

Conversation analytics is a technology that transcribes speech and converts it into data. The data is then structured so that conversations can be analyzed for insights. Conversation analytics solutions typically comprise of a transcription engine that converts speech to data; an indexing layer that makes the data searchable; a query and search user interface to […]

Conversation intelligence refers to a person’s aptitude to assess the direction and outcome of a given conversation. In a sales organization, sales agents have a crucial role in being the direct representative of the company to the potential customer. They must be able to “read” the situation by understanding the prospective customer’s pain points, answering […]

Conversation science is a sophisticated concept of small nuances that comprise the success of an inside sales organization. Aspects such as establishing rapport and keeping a conversation flowing between a prospective customer and a sales agent are key elements that define what conversation science means. Artificial Intelligence (AI) is now playing a key role in […]

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.

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.

In inside sales, the Demo-to-Close Conversion Rate is the number of closed deals over a specific time period divided by the total number of demos that generated those wins. One of the most important concepts of improving the flow in the sales pipeline is the demo-to-close conversion rate. This conversion rate can drastically improve by […]

A DKIM record is a type of DNS TXT record. It contains the public key used by recipient mail servers to authenticate a message’s DKIM signature.

DMARC is a protocol that uses SPF (Sender Policy Framework) and DKIM (DomainKeys Identified Mail) to determine the authenticity of an email message.

Email automation is an important marketing function in inside sales. Email automation entails the contacting of prospects, the nurturing of leads, and the moving of deals down the pipeline. Email automation requires the appropriate timing to be effective. It is important for a sales leader to understand the different steps of their sales funnel and […]

Guided selling is a sales methodology that can be applied across nearly every type and category of selling within both B2B and B2C environments. This includes inside sales models, outside sales, brick-and-mortar, retail sales, and eCommerce. In the guided selling sales process, salespeople work hand-in-hand with potential buyers to bring them the products and/or services […]