The B2B sales glossary
The language of outbound, defined.
Clear, practical definitions of the cold calling, email outreach, lead generation, and sales development terms that actually move pipeline. Written by the team that runs outbound every day.
127 matching terms · 6 categories · Updated continuously
Direct Mail Follow CadenceDirect 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 MarketingDirect 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 CompaniesDirect mail marketing companies are specialized vendors that plan, produce, and deliver physical mail campaigns, such as letters, postcards, and...
Direct Mail ProspectingDirect mail prospecting is a B2B outbound sales tactic where SDRs and sales teams send highly targeted physical mail, such as letters, kits, or...
Direct MarketingDirect 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 B2BDirect Marketing B2B is a targeted, one-to-one outreach approach where sales and marketing teams contact specific business decision-makers directly...
Direct SalesDirect 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 OutsourcingDirect sales outsourcing is the practice of hiring an external provider to run some or all of your outbound B2B sales activities, such as...
Discovery CallA discovery call is an early-stage B2B sales conversation, usually led by an SDR or account executive, to qualify a prospect, understand their...
Display AdvertisingDisplay advertising is the use of visual, banner-style ads shown across websites, apps, and social platforms to build awareness and drive engagement....
Email CadencesEmail cadences are structured sequences of outbound sales emails (often combined with calls and social touches) used by SDRs and BDRs to contact...
Event MarketingEvent 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 PopupAn 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 HackingGrowth 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 MarketingGuerilla marketing is the use of unconventional, creative, low-cost tactics to grab attention and make a memorable impression, often in unexpected...
ImpressionAn 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 GenerationInbound lead generation is the process of attracting and converting business buyers who proactively seek information or solutions, typically through...
Inbound MarketingInbound marketing is a strategy for attracting people to your brand through helpful content and experiences instead of interruptive outreach. In B2B...
Inbound QualificationInbound qualification is the process B2B sales development teams use to quickly evaluate and prioritize incoming leads from channels like web forms,...
Inside SalesInside sales is a B2B selling model where SDRs and account executives engage prospects remotely, primarily via phone, email, video, and digital...
Landing PageA 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...
LeadA 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 GenerationLead 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 AgencyA B2B lead generation agency is a specialized firm that builds and runs outbound prospecting programs, using channels like cold calling, email, and...
Lead Generation CompanyA lead generation company is a specialized B2B partner that builds qualified sales pipeline for its clients by researching target accounts,...
Lead Generation ServicesLead generation services are specialized B2B programs that research, identify, and engage your ideal prospects across channels like cold email, cold...
Lead ScoreLead score is a numerical value that ranks B2B prospects by their likelihood to become qualified opportunities or customers, based on firmographic...
Lead ScoringLead 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 SourceA 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 AutomationLinkedIn automation is the use of software and workflows to streamline repetitive LinkedIn activities like prospect research, connection requests,...
LinkedIn Automation PlatformA LinkedIn automation platform is a software tool that automates repetitive LinkedIn outreach tasks, such as profile visits, connection requests,...
LinkedIn MarketingLinkedIn 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 PlatformA marketing automation platform (MAP) is a software system that orchestrates and automates repetitive, multi-channel outreach, such as email...
Marketing BudgetA 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 ChannelA 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 InvestmentMarketing 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, filter by category, or browse the A to Z list below. Each term links to a full definition with key benefits, best practices, common challenges, and FAQs.
Yes. We book qualified meetings for B2B teams with US-based SDRs running cold calling and email outreach on our own AI platform. Book a strategy call and we will map out a plan for your pipeline.
Know the terms. Now fill the pipeline.
Book a 30-minute strategy call and we’ll map out exactly how SalesHive books qualified meetings for your team.