The B2B sales glossaryA little clarity.
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Plain-language definitions for cold calling, outreach and sales development.
127 terms matching your filters
Direct Mail Follow Cadence
Direct Mail Follow Cadence is a structured, multi-touch outreach sequence that begins after a prospect receives a physical direct mail piece in a B2B...Direct Mail Marketing
Direct mail marketing is the practice of sending physical mail, such as letters, postcards, or packages, to a targeted audience to prompt a response....Direct Mail Marketing Companies
Direct mail marketing companies are specialized vendors that plan, produce, and deliver physical mail campaigns, such as letters, postcards, and...Direct Mail Prospecting
Direct mail prospecting is a B2B outbound sales tactic where SDRs and sales teams send highly targeted physical mail, such as letters, kits, or...Direct Marketing
Direct marketing is advertising that reaches a specific audience with a measurable, one-to-one message and a clear call to action, rather than broad...Direct Marketing B2B
Direct Marketing B2B is a targeted, one-to-one outreach approach where sales and marketing teams contact specific business decision-makers directly...Direct Sales
Direct sales in B2B is a go-to-market model where a company’s own sales team (SDRs, AEs, account managers, field reps) sells directly to business...Direct Sales Outsourcing
Direct sales outsourcing is the practice of hiring an external provider to run some or all of your outbound B2B sales activities, such as...Discovery Call
A discovery call is an early-stage B2B sales conversation, usually led by an SDR or account executive, to qualify a prospect, understand their...Display Advertising
Display advertising is the use of visual, banner-style ads shown across websites, apps, and social platforms to build awareness and drive engagement....Email Cadences
Email cadences are structured sequences of outbound sales emails (often combined with calls and social touches) used by SDRs and BDRs to contact...Event Marketing
Event marketing is the use of in-person, virtual, and hybrid events to engage an audience and build relationships. In B2B sales development, it uses...Exit Intent Popup
An exit intent popup is an on-site message that appears when a visitor’s behavior suggests they’re about to leave your website, such as moving the...Growth Hacking
Growth hacking is a data-driven, experiment-heavy approach to finding fast, low-cost ways to grow. In B2B sales development, it applies that approach...Guerilla Marketing
Guerilla marketing is the use of unconventional, creative, low-cost tactics to grab attention and make a memorable impression, often in unexpected...Impression
An impression is a single exposure of a person to your brand or message, such as seeing an email in their inbox, an ad in a feed, or a banner on a...Inbound Lead Generation
Inbound lead generation is the process of attracting and converting business buyers who proactively seek information or solutions, typically through...Inbound Marketing
Inbound marketing is a strategy for attracting people to your brand through helpful content and experiences instead of interruptive outreach. In B2B...Inbound Qualification
Inbound qualification is the process B2B sales development teams use to quickly evaluate and prioritize incoming leads from channels like web forms,...Inside Sales
Inside sales is a B2B selling model where SDRs and account executives engage prospects remotely, primarily via phone, email, video, and digital...Landing Page
A landing page is a standalone web page built to turn visitors into leads or customers by focusing them on one action. In B2B sales development, a...Lead
A lead is a person or organization that has shown some interest or fit for your product and is captured in your sales process for follow-up. In B2B...Lead Generation
Lead generation is the process of identifying and engaging potential B2B buyers (leads) who fit your ideal customer profile and may have intent to...Lead Generation Agency
A B2B lead generation agency is a specialized firm that builds and runs outbound prospecting programs, using channels like cold calling, email, and...Lead Generation Company
A lead generation company is a specialized B2B partner that builds qualified sales pipeline for its clients by researching target accounts,...Lead Generation Services
Lead generation services are specialized B2B programs that research, identify, and engage your ideal prospects across channels like cold email, cold...Lead Score
Lead score is a numerical value that ranks B2B prospects by their likelihood to become qualified opportunities or customers, based on firmographic...Lead Scoring
Lead scoring is a structured method for ranking B2B prospects by assigning them a numeric value based on fit and buying intent, so sales development...Lead Source
A lead source is the primary channel or touchpoint through which a prospect first enters your pipeline, such as a search engine, paid campaign,...Lifetime Value (LTV)
Lifetime value (LTV) is the total revenue or profit a customer is expected to generate over the entire relationship with a company. In B2B sales...LinkedIn Automation
LinkedIn automation is the use of software and workflows to streamline repetitive LinkedIn activities like prospect research, connection requests,...LinkedIn Automation Platform
A LinkedIn automation platform is a software tool that automates repetitive LinkedIn outreach tasks, such as profile visits, connection requests,...LinkedIn Marketing
LinkedIn Marketing is the use of LinkedIn's professional network and ad tools to build a brand, reach a target audience, and generate leads. In B2B...Marketing Automation Platform
A marketing automation platform (MAP) is a software system that orchestrates and automates repetitive, multi-channel outreach, such as email...Marketing Budget
A marketing budget is the planned amount of money and resources a company sets aside for marketing over a period. In B2B sales development, it funds...Marketing Channel
A marketing channel is the medium or route used to reach, engage, and convert an audience. In B2B sales development, a marketing channel is how you...Marketing Investment
Marketing investment is the money, time, and resources a company allocates to its marketing in order to generate demand and revenue. In B2B sales...Marketing Qualified Lead (MQL)
A Marketing Qualified Lead (MQL) is a prospect who has shown enough engagement and fit signals (such as job title, company size, and specific...About this glossary
A working reference, not a textbook
The short version is on the surface. Open any question to go deeper.
It is a practical reference for the language of B2B outbound sales. Every entry explains a cold calling, email outreach, lead generation, or sales development term in plain English, with the context and best practices that actually matter when you run campaigns.
They come from the SalesHive team, the same strategists and SDRs who run outbound campaigns for thousands of clients every day. The goal is working knowledge you can apply, not textbook theory.
Search by name at the top of the page, jump straight to a letter with the A to Z rail, or filter by category. Each term links to a full entry with real benchmarks, best practices, expert tips, common challenges, and FAQs.
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