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
Marketing Return
Marketing Return is the measurable revenue, pipeline, and profit generated from your marketing and outbound investments relative to their cost. In...MEDDIC
MEDDIC is a B2B sales qualification methodology built for complex, high-value enterprise deals. The acronym stands for Metrics, Economic Buyer,...Meeting Setting
Meeting setting in B2B sales is the process of identifying, engaging, and qualifying target accounts, then booking calendarized sales conversations...Meeting Setting Company
A meeting setting company (often called an appointment setting company) is a specialized B2B sales development partner that focuses on generating and...Multi-Channel Lead Generation
Multi-Channel Lead Generation is a B2B sales development strategy that uses coordinated outreach across multiple channels, typically cold email,...Multi-Channel Marketing
Multi-channel marketing is the coordinated use of several channels, such as email, phone, social, paid media, and content, to reach and engage an...Multivariate Testing
Multivariate testing is a method that tests several variables at once to find the combination that performs best. In B2B sales development, it tests...Objection Handling
Objection handling is the skill of surfacing, understanding, and resolving a buyer's concerns during a sales conversation so the deal can move...Outbound Lead Generation
Outbound lead generation is the proactive process of identifying, contacting, and qualifying potential B2B customers who have not yet expressed...Outbound Lead Generation Agency
An outbound lead generation agency is a specialized B2B partner that builds and runs proactive prospecting programs, typically using cold calling,...Outbound Marketing
Outbound marketing is the practice of proactively reaching out to potential buyers rather than waiting for them to come to you. In B2B sales...Outbound Sales
Outbound sales is a proactive B2B selling motion where SDRs, BDRs, and AEs initiate contact with target accounts via cold calls, cold emails, social...Pay Per Appointment Lead Generation
Pay Per Appointment Lead Generation is a performance-based B2B outbound model where you pay only when a qualified sales meeting is booked with a...Pay Per Meeting
Pay Per Meeting (PPM) is a performance-based B2B lead generation pricing model where you only pay an external provider when a qualified sales meeting...Performance Plan
A performance plan is a structured, time-bound agreement that sets clear targets a person must meet, plus the support they will get to reach them. In...Pipeline
A pipeline is a structured, stage-by-stage view of work moving toward a goal, most often a sale. In B2B sales development, a pipeline shows every...Pipeline Management
Pipeline management is the practice of tracking and guiding deals through each stage of a sales process from first contact to close, used by any...Positioning Statement
A positioning statement is a concise message that defines who your ideal customer is, the problem you solve, how you differ from alternatives, and...Problem Statement
A problem statement is a concise, clear description of an issue that needs to be solved, including its impact and who it affects. In B2B sales...Product Demo
A product demo is a live or recorded walkthrough that shows a prospective buyer how a product works and how it solves their problems. In B2B sales...Product Marketing
Product marketing is the function that defines a product's target customer, positioning, and messaging, and translates features into value stories...Product Messaging
Product messaging is the way you explain what a product does, who it is for, and why it matters in language that resonates with buyers. In B2B sales...Prospect
A prospect is a potential customer, a company or person who fits your ideal buyer and is being targeted for outreach but has not yet entered an...Prospecting
Prospecting in B2B sales development is the proactive process of identifying, researching, and engaging potential customers that match your ideal...Return on Investment (ROI)
Return on Investment (ROI) is a financial metric that measures the gain from an investment relative to its cost, used across business and finance to...Return on Marketing Spend
Return on Marketing Spend (ROMS) is a performance metric that compares the revenue or pipeline generated from marketing activities to the total cost...Revenue Sharing
Revenue sharing is a commercial model where partners split the revenue generated from a product, service, or deal according to an agreed percentage....Sales Cadence
A sales cadence is a structured sequence of outreach touches (emails, calls, social messages, voicemails, etc.) that sales development reps follow to...Sales Consultant
A sales consultant is a professional who advises businesses on how to sell more effectively, improving their strategy, process, and team performance....Sales Development
Sales development is the specialized function in B2B sales that focuses on creating, qualifying, and booking meetings with potential customers for...Sales Enablement
Sales enablement is the strategic process of equipping B2B sales development teams with the content, data, tools, and training they need to...Sales Executive
A Sales Executive is a quota-carrying B2B sales professional responsible for converting qualified leads and sales qualified opportunities (SQOs) into...Sales Forecasting
Sales forecasting is the practice of predicting future sales revenue over a set period, used by any business to plan budgets, hiring, and inventory....Sales Operations
Sales Operations is the function that designs, manages, and optimizes the systems, processes, data, and infrastructure that support B2B sales...Sales Pipeline
A sales pipeline is a visual, stage-by-stage view of every active opportunity your B2B team is working, from first outbound touch to closed deal. It...Sales Prospecting
Sales prospecting is the disciplined process of identifying, researching, and engaging potential B2B customers who match your ideal customer profile....Sales Qualified Lead (SQL)
A Sales Qualified Lead (SQL) is a B2B prospect that has been vetted by both marketing and sales (often by an SDR) as meeting your ideal customer and...SDR Lead Generation
SDR lead generation is the process of using Sales Development Representatives (SDRs) to systematically identify, contact, and qualify B2B prospects...Social Selling
Social selling is the practice of using social media to find, research, and connect with potential buyers, building relationships before making a...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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