Sales Acceleration Glossary

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

What is a Net Promoter Score?
The definition of a net promoter score (NPS) is a metric for gauging how likely customers would be to recommend your brand to colleagues and friends. By asking the question, “how likely a customer would be to refer a company to a friend or colleague” you can gauge how willing your customer base is to promote your company.
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What is Call Tracking?
The definition of call tracking is a system that allow marketers to measure the value of inbound calls driven by their marketing efforts. The technology enables companies to instantly and cheaply provision local or toll-free phone numbers, then associate those numbers with ads, web pages, search keywords or any effort. The results are then tracked and measured, typically in a CRM. When call tracking data is captured within a CRM tool, call tracking data can then be shared in real time with inside sales reps taking inbound calls. That data can be used to communicate the buyers’ intent and help reps have more intelligent conversations. When call tracking data is integrated with a routing system, then caller intent data can be used to route calls to product specialists automatically.
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What is Relationship Intelligence Data?
The definition of relationship intelligence data refers to intelligence provided to inside salespeople that informs them about the history of their company’s relationship with a prospect or customer.
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What is Sales Acceleration Technology?
Sales acceleration technology is a category of cloud-based software that’s designed to help reps sell both faster and more intelligently. Sales acceleration helps increase the velocity of sales by helping reps identify hot prospects, connect with them more successfully and increase productivity during the selling process.
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What is Lead to Revenue Management?
The definition of lead to revenue management describes an engagement model that integrates metrics, processes and goals that shapes marketing practices throughout the entire buying cycle.
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What is Lead Enrichment?
The definition of lead enrichment describes a process that can deliver inside intelligence about a target lead or account, giving inside sales reps an enriched view of a lead.
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What is Market Intelligence Data?
The definition of market intelligence data is the information relevant to a target account’s commercial market. Examples of market intelligence data include market growth rate figures and competitor analysis data (i.e. how many companies a target is directly competing with).
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What is Territory Management?
The definition of territory management describes a process that helps inside sales reps by defining geographical sales territories based on market factors and customer intelligence data.
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What is Voice Marketing Automation?
The definition of voice marketing automation describes a process that is designed to optimize sales revenue by automating workflow based around call analytics. Voice marketing automation is related to traditional marketing automation.
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What is Voicemail Drop?
The definition of Voicemail Drop (also known as voicemail automation) is a type of inside sales technology that is designed to accelerate the process of leaving voicemail messages. The moment a call goes to voicemail, a Voicemail Drop system enables reps to select a message from a library of prerecorded voicemail messages and then “drop” that voicemail with a single click and then jump to the next call.
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What is a Sales Stack?
The definition of the sales stack (also known as a sales technology stack) is a term for the totality of sales software (typically cloud-based) that a particular sales team utilizes. As new sales tools become available, sales reps and managers are embracing a wide variety of technologies. A sales technology stack can benefit reps by accelerating sales productivity, providing reps with contextual details about customers and automating tedious tasks. While a sales technology stack can be equally beneficial for sales managers, thanks to tools that provide insight into reps’ activities and help make smarter revenue predictions.
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What is SIP Trunking?
The definition of SIP trunking is a Voice over Internet Protocol (VoIP) based on session initiated protocol (SIP), which enables internet-based telephony vendors to provide telephone services and unified communications to customers with SIP-based private branch exchange (IP-PBX).
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