Sales Acceleration Glossary

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

What is Outbound Sales?
The definition of outbound sales refers to the process of sales reps making outbound sales calls to prospects.
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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 […]
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What is a sales sequence?
A sales sequence, also referred to as a sales cadence, is a scheduled series of sales touchpoints that include phone calls, emails, social messages, and SMS messages, as well as other tasks that are delivered at a pre-defined interval over a particular period of time. Sequences have recently become the standard for sales teams, who […]
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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 of different activities, such as phone calls, text messages, emails, social media messages, voicemails, and even direct mail. These activities […]
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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 […]
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What is warm calling?
Warm calling is an outbound sales strategy where a sales rep calls leads who have had prior contact or engagement with them it or their company. This is in opposition to a cold call, where a rep attempts to contact individuals who have never had prior contact with their organization. Warm calls are far more […]
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What is revenue intelligence?
Revenue intelligence describes the practice of gathering sales and product usage data across leads, prospects, and current customers and analyzing it with an AI to identify trends and metrics that can be used to maximize revenue. Revenue intelligence is a relatively new idea, brought on by the availability of artificial intelligence solutions, as well as […]
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