Sales Acceleration 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 […]
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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 […]
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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 […]
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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 for sales managers to be able to identify the top performing agents and the ones that are most valuable to […]
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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 detect the time zone of a contact, RingDNA’s app supports timezone auto detection based on the area code of the […]
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What is Conversation Analytics?
Conversation analytics is a technology that transcribes speech and converts it into data. The data is then structured so that conversations can be analyzed for insights. Conversation analytics solutions typically comprise of a transcription engine that converts speech to data; an indexing layer that makes the data searchable; a query and search user interface to […]
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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 […]
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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 […]
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What is Call Center Software?
Call center software comes in many forms and can perform numerous functions. The goal of all call center software is to manage communication channels for sales and support teams. It includes dialers, call monitors, call recording systems, computer telephony integration (CTI), interactive voice response (IVR), and analytics software to manage phone, email, chat, and even […]
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What is Inside Sales?
The definition of inside sales describes a sales process in which reps are primarily selling remotely, rather than traveling in person to see customers. In contrast to telemarketers, inside sales reps are highly trained to answer industry specific questions, technical questions about products that sell and solve specific customer pain points. Inside sales often involves […]
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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 personal and career growth. Sales coaching differs from typical sales training as it focuses on individual improvement from both a […]
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What is B2C Sales?
The definition of business-to-consumer sales refers to a sales model in which business target individual consumers. Examples of B2C sales reps would be a sales reps selling cars, gym memberships, or stereo systems.
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