The B2B sales glossaryA little clarity.
A little clarity.
A better conversation.
Plain-language definitions for cold calling, outreach and sales development.
78 terms matching your filters
Margin
Margin is the percentage of revenue left as profit after subtracting the costs of producing and delivering a product or service. In B2B sales...Marketing Executive
A marketing executive is a senior marketing leader, often a CMO, VP of Marketing, or Head of Demand Generation, who owns marketing strategy, budgets,...Mark-Up
Mark-Up is the difference between the cost of a product or service and its selling price, usually expressed as a percentage, that protects margin...Middle Of The Funnel (MOFU)
Middle Of The Funnel (MOFU) is the stage in the B2B sales development funnel where initially engaged leads are qualified, nurtured, and moved from...Monthly Recurring Revenue (MRR)
Monthly Recurring Revenue (MRR) is the normalized, predictable revenue a B2B company earns each month from subscription or contract-based customers,...Multi-Channel Prospecting (MCP)
Multi-Channel Prospecting (MCP) is a B2B sales development strategy where SDRs engage target accounts through coordinated outreach across email,...Objection
An objection is any concern, doubt, or perceived risk someone raises that holds them back from agreeing or moving forward. In B2B sales development,...Onboarding
Onboarding is the structured process of integrating new people and tools into an organization so they reach full productivity quickly. In B2B sales...Onboarding Experience
The onboarding experience is the structured journey a new hire goes through from offer acceptance to full productivity, including training, tools...On-Premise CRM
On-premise CRM (also called on-premises CRM) is customer relationship management software installed and hosted on a company’s own servers and...Opportunity
An opportunity is a qualified potential deal that has a defined need, budget, and buying process and is actively being worked toward a sale. In B2B...Opportunity Management
Opportunity management is the structured process of tracking, prioritizing, and advancing qualified sales deals from first conversation through...Product Features
Product features are the specific capabilities, integrations, technical attributes, and service elements that define what a product does. In B2B...Profit Margin
Profit margin is the percentage of revenue a business keeps as profit after costs, a core financial metric used across every industry. In B2B sales...Sales Commission
Sales commission is the variable portion of a salesperson’s pay that is directly tied to revenue-generating activities, such as closed deals,...Sales Dashboard
A sales dashboard is a real-time, visual summary of key B2B sales development metrics, such as outbound activities, pipeline stages, conversion...Sales Deck
A sales deck is a structured slide presentation used by B2B sales development and account teams to communicate a company’s value proposition,...Sales Development Playbook
A Sales Development Playbook is a documented, repeatable blueprint that guides SDRs and BDRs on how to generate qualified pipeline. It defines target...Sales Development Representative (SDR)
A Sales Development Representative (SDR) is a specialized B2B sales role focused on outbound and inbound prospecting, qualifying leads, and booking...Sales Development Strategist
A Sales Development Strategist is a senior individual who designs, optimizes, and governs the SDR motion in B2B organizations. They translate revenue...Sales Funnel
A sales funnel is a model of the stages a potential customer moves through from first awareness to a final purchase, used across sales and marketing....Sales Methodology
Sales methodology is the structured, repeatable approach that guides how your SDRs and AEs prospect, qualify, and advance B2B deals, from the...Sales Performance Management
Sales Performance Management (SPM) is the discipline and technology stack used to plan, measure, coach, and continuously improve sales results across...Sales Pipeline Coverage
Sales pipeline coverage is a B2B sales metric that compares the total value of opportunities in your pipeline to a specific revenue target or quota,...Sales Process
A sales process is a defined, repeatable set of steps a team follows to move a prospect from first contact to a closed sale, used by any sales...Sales Quota
A sales quota is the specific, time-bound target assigned to a sales rep or team, such as meetings booked, qualified opportunities created, or...Sales Script
A sales script is a structured outline that guides what B2B sales development reps say or write during cold calls, emails, and other outbound...Sales Stage
Sales stage is a defined step in your B2B sales development and opportunity pipeline, such as Prospecting, Qualified Meeting Scheduled, Proposal, or...Sales Trigger Event
A sales trigger event is a specific change in a prospect’s company or behavior that signals potential buying intent, such as a funding round,...Service Level Agreement (SLA)
A service level agreement (SLA) is a formal, documented commitment that defines the standard of service one team or vendor will provide to another,...Soft Selling
Soft selling is a consultative, low-pressure sales approach that focuses on understanding a buyer's needs and building trust to guide a decision,...VP of Marketing
A VP of Marketing is the executive who leads a company's marketing organization, owning brand, demand generation, and the pipeline marketing...VP of Product Marketing
A VP of Product Marketing is the senior leader who owns go-to-market strategy, positioning, and sales enablement for a company’s products, with a...VP of Sales
A VP of Sales is the senior executive responsible for designing, leading, and optimizing a company’s B2B sales engine, with a heavy focus on pipeline...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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