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Sales Enablement Glossary

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

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What Does Prospecting Mean?
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.
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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.
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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 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.
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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 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.
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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).
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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.
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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 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.
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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.
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What is VoIP?
The definition of voice over IP (VoIP) refers to a system that enables voice transmissions to be carried over any IP network. The IP systems might include the internet as well as private data networks or office LANs.
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