This inside sales glossary is intended to help you navigate through the terminology and jargon associated with inside sales, call centers and communications. Some of the terms relate directly to inside sales processes, while other terms relate more to sales acceleration and communications technology that inside sales teams are investing in to maximize productivity and revenue.

  • 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.

  • What is a sales cadence?

    A sales cadence, also referred to as a sales sequence, is a scheduled series of sales activities that follow a pre-determined order and agenda. Cadences are typically oriented towards sales prospecting, and include a number […]

  • What is Sales Coaching?

    Sales coaching is a sales training and performance improvement method that utilizes a sales leader who acts as a coach. The coach helps sales reps develop their sales skills, improve selling methodologies, and achieve both […]

  • 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 […]

  • 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 […]

  • What are Sales Dashboards?

    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.

  • What are Sales Development Reps (SDRs)?

    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.

  • What is a Sales Discovery Call?

    The sales discovery call is a two-way conversation and an essential part of the lead qualification process. Even though lead qualification can be done through an email exchange, it is by far more effective to […]

  • What is Sales Email Tracking?

    Sales email tracking is a process for monitoring what impact a sales email will have to convert a lead to a sale. The concept of sales email tracking is more current than ever. Although standard […]

  • What is a Sales Enablement Manager?

    A sales enablement manager is someone who is the liaison for the marketing and sales departments. This person’s main responsibility is to ensure that sales agents are well-resourced with the content, training, and knowledge of […]

  • What are Sales Enablement Tools?

    Sales enablement tools are sales applications designed to provide sales teams with the processes, information, and content that allows them to sell more efficiently and effectively to generate more revenue. Sales enablement tools reduce rep […]

  • What is Sales Engagement?

    Sales engagement is the interactions that occur between buyers and sellers. An engagement can be defined as any action a potential buyer takes on a property or channel owned by the seller. Therefore when a […]