Sales Acceleration Glossary

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

What is SIP (Session Initiation Protocol)?
The definition of session initiation protocol is a communications protocol used for controlling communications sessions. Over the past decade, SIP has become a standard protocol in the telecommunications industry for calls over the data network. A typical SIP “session” might include two or more parties engaged in a voice over IP (VoIP) call. SIP sessions could also include video calls, as well as for instant messaging over IP networks.
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What is a Call Disposition?
The definition of a call disposition is a label that describes the outcome of a call. By tracking call outcomes, sales managers can gain valuable intelligence that they can use to optimize their teams’ sales process. By tracking different disposition metrics, sales managers can gain insight into ways to improve their teams’ sales process. Disproportionately high outcomes showing disconnected or rejected calls can alert sales managers of systemic opportunities or problems. As an example, if there are too many call dispositions showing disconnected numbers, it can indicate that a rep’s lead list doesn’t have accurate prospect data.
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What is Account Based Marketing?
The definition of account-based marketing (ABM) is a B2B marketing strategy that seeks engagement with individuals within a defined set of targeted companies. This approach enables marketers to tailor fit campaigns and marketing messages to specific accounts that are being targeted. ABM is most commonly utilized by B2B companies selling into an enterprise-level customer base, with the primary advantage being efficiency. By addressing the highest-value set of companies possible, companies seek the highest possible return on investment. Even companies with a large addressable market might choose to employ ABM in order to target their highest value customers.
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What is Call Recording Compliance?
The definition of call recording compliance is the process of ensuring that the recording of phone calls is legally compliant with various state and international laws and regulations. While recording calls can be a powerful tool for both reps and sales managers, it’s vital to be aware of the legality of recording phone calls across various areas. This is because call recording laws vary from state to state and country to country, and there are typically steep fines for violating regulations.
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What is Call Coaching?
Call coaching is a necessary component of building a successful sales team. It’s a dual process that helps the sales agents improve, learn something new, or take their individual performance to the next level. Now, if we take a deeper look at this definition, we will see that it is an interactive process. It is […]
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What is Conversation Intelligence?
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 […]
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What is Conversation Science?
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 […]
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What are Demo-to-Close Conversion Rates?
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 […]
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What is Email Automation?
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 […]
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What is Rapport Building?
One of the key ingredients in a successful sales conversation is rapport building. This is about building a great relationship with your prospective customer. We all tend to buy from people we trust, respect, and like. Establishing a solid and long lasting rapport with each customer, is particularly important as part of the focus to […]
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What are Sales Coaching Programs?
Sales coaching programs are usually available through online learning and phone meetings. The main reasons for implementing these programs are to enhance teamwork, boost confidence of the sales agents, motivate more experienced sales agents to mentor newer agents, and build a constant workflow on the sales floor. It is important for the training material to […]
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What are Sales Conversations?
A sales conversation is a term that is not commonly defined in inside sales. In a sales organization it usually refers to a call conversation between two or more people. A general rule as far as determining the effectiveness of a sales conversation in Salesforce, from a reporting perspective, is to identify a phone call […]
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