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.
81 matching terms · 6 categories · Updated continuously
List CohortA list cohort is a tightly defined subset of prospects or accounts within a larger outbound list that share common attributes, such as industry,...
List FilteringList filtering is the practice of narrowing a large contact or account database into smaller, prioritized segments using defined criteria. In B2B...
List ProviderA list provider is a third-party data vendor or service that supplies targeted B2B prospect lists, typically including company, contact, role, and...
List ScrapingList scraping is the automated extraction of data from websites or databases into a structured list, a common data-collection technique across...
List SegmentationList segmentation is the process of dividing a larger contact or account list into smaller, well-defined groups based on shared attributes such as...
List SyncingList syncing is the automated process of keeping the same contact, lead, or account list consistent and up to date across multiple tools. In B2B...
List ValidationList validation is the process of verifying that contact data, especially email addresses and phone numbers, is accurate, reachable, and current...
Manual Contact ResearchManual contact research is the human-driven process of identifying, verifying, and enriching individual B2B prospects’ contact details and context...
Market PenetrationMarket penetration is the share of a defined target market that a company has reached, won, or sold into. In B2B sales development, it measures how...
Market ReachMarket reach is how much of your ideal market (TAM/ICP) you can reliably identify and contact with usable data, the right accounts, the right...
Market SegmentationMarket segmentation is the process of dividing a broad market into clearly defined groups that share similar characteristics. In B2B sales...
Market ShareMarket share is the percentage of total sales, revenue, or customers in a defined market that a single company captures. In B2B sales development,...
MarTechMarTech, short for marketing technology, is the stack of software tools teams use to plan, execute, automate, and measure marketing. In B2B sales...
MedTechMedTech, short for medical technology, is the sector of companies that design, manufacture, and deliver medical devices, diagnostics, and digital...
Mid-MarketMid-market refers to companies that sit between small businesses and large enterprises, typically generating roughly $10M to $1B in annual revenue...
Offshore Contact ResearchOffshore Contact Research is the process of using specialized teams in lower-cost countries (such as the Philippines or India) to identify, verify,...
Offshore List BuildingOffshore list building is the practice of using sales research teams based in lower-cost countries (such as the Philippines or India) to identify,...
Phone Number ValidationPhone number validation is the process of verifying that phone numbers are correctly formatted, active, and likely to connect to the intended contact...
Point of Contact (POC)A point of contact (POC) is the main person responsible for handling communication, answering questions, and coordinating information for a specific...
Private CompaniesPrivate companies are businesses whose ownership is not traded on public stock exchanges, including most small and mid-sized firms,...
Public CompaniesPublic companies are businesses whose shares are traded on public stock exchanges and are required to publish audited financial and operational...
RealTechRealTech (real estate technology) is the category of software, platforms, and data tools that serve the real estate industry, from listings and...
RegTechRegTech (regulatory technology) is software and data tooling that helps organizations meet compliance, privacy, and reporting requirements more...
Sales AccountA sales account is the company or organization record that B2B sales teams target, track, and develop over time, distinct from the individual...
Series ASeries A is the first major institutional equity funding round a startup raises after seed, typically in the $10-20M range. In B2B sales development...
Series BSeries B is a startup's second major round of venture funding, raised once a company has proven product-market fit and is ready to scale. In B2B...
Serviceable Addressable Market (SAM)Serviceable Addressable Market (SAM) is the share of a total addressable market that a company can realistically reach and sell to today, given its...
Serviceable Available Market (SAM)Serviceable Available Market (SAM) is the portion of your total addressable market (TAM) that you can realistically sell to today, based on your...
Serviceable Obtainable Market (SOM)Serviceable Obtainable Market (SOM) is the realistic slice of your broader addressable market that your B2B sales development team can actually...
SIC CodeA Standard Industrial Classification (SIC) code is a four-digit industry identifier used to categorize businesses by their primary economic activity....
SMBSMB stands for small and medium-sized business, typically organizations with fewer than roughly 1,000 employees or under $1 billion in annual...
StakeholderA stakeholder is any person or group that influences, approves, blocks, or is materially affected by a decision or project. In B2B sales development,...
Target BuyerA target buyer is the specific person or role a company aims to reach and influence with its sales and marketing. In B2B sales development, the...
Target MarketA target market is the specific group of customers, defined by shared traits and needs, that a business focuses its products and selling on. In B2B...
TechnographicsTechnographics are data points describing the technologies, software, and tools a company uses, its tech stack. In B2B sales development,...
Top Prospect ListA Top Prospect List is a tightly defined, prioritized set of high-value target accounts and contacts that best match your ideal customer profile...
Total Addressable Market (TAM)Total Addressable Market (TAM) is the total revenue or number of accounts your business could realistically pursue if it achieved 100% market share...
Total Available Market (TAM)Total Available Market (TAM) is the full universe of companies and buyers that could realistically purchase your product or service within a defined...
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.
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