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 a Sales Funnel?

    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.

  • What is Sales Management Software?

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

  • What is Sales Prospecting?

    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.

  • What are Sales Scripts?

    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.

  • 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.

  • What is Salesforce Call Logging?

    Phone call conversations are the most important activity of a sales process. The call conversation is where everything moves forward and most typically where the sale happens. Call logging in Salesforce is a critical component […]

  • 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.

  • 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).

  • 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.

  • What is Timezone Detection?

    When dealing with prospects and customers around the globe, it is important to know the lead’s local timezone to call at the appropriate time. Even though Salesforce does not currently have a feature to automatically […]

  • 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.

  • 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.