Sales Enablement Glossary

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

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 do it over the phone. During a sales discovery call the sales agent should ask specific questions to understand the […]
Learn More >
What is a sales email sequence?
A sales email sequence is a coordinated series of emails that are sent from a salesperson or sales team to a prospect over a specific period of time. Typically, sales email sequences are sent using a sales automation platform that manages who receives the emails, when, and when they stop. The Goal of a Sales […]
Learn More >
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 email marketing metrics such as delivery, open and click-through rates are necessary to track, these metrics can only assess a […]
Learn More >
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 available assets to actively work and close deals in the sales pipeline. This type of support is also critical to […]
Learn More >
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 workload to increase overall productivity and output. They also empower reps to address prospect needs during each deal stage to […]
Learn More >
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 prospect, opens, clicks, or responds to an email sent by a company, any of those actions qualify as a sales […]
Learn More >
What is Sales Force Automation?
The definition of sales force automation refers to a system that is designed to improve sales productivity by automating various sales processes.
Learn More >
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.
Learn More >
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.
Learn More >
What is a Sales Pipeline?
A sales pipeline is a set of stages that sales prospects progress through as they move toward becoming a customer. The sales pipeline provides sales reps, managers, and executives with a visual representation of where sales prospects, leads, and contacts are within the sales process. Sales pipelines enable leaders and reps to make accurate forecasts […]
Learn More >
What is a sales playbook?
A sales playbook is your sales master plan that contains everything sales reps need to win a deal. A sales playbook is a document that outlines your sales process and strategies, target buyer personas, call scripts, email templates, sequences, and contact patterns, as well as buyer requirements. The playbook details exactly what should be accomplished […]
Learn More >
What Does Prospecting Mean in 2020?
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.
Learn More >