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.
78 matching terms · 6 categories · Updated continuously
MarginMargin is the percentage of revenue left as profit after subtracting the costs of producing and delivering a product or service. In B2B sales...
Marketing ExecutiveA marketing executive is a senior marketing leader, often a CMO, VP of Marketing, or Head of Demand Generation, who owns marketing strategy, budgets,...
Mark-UpMark-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,...
ObjectionAn objection is any concern, doubt, or perceived risk someone raises that holds them back from agreeing or moving forward. In B2B sales development,...
OnboardingOnboarding is the structured process of integrating new people and tools into an organization so they reach full productivity quickly. In B2B sales...
Onboarding ExperienceThe onboarding experience is the structured journey a new hire goes through from offer acceptance to full productivity, including training, tools...
On-Premise CRMOn-premise CRM (also called on-premises CRM) is customer relationship management software installed and hosted on a company’s own servers and...
OpportunityAn 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 ManagementOpportunity management is the structured process of tracking, prioritizing, and advancing qualified sales deals from first conversation through...
Product FeaturesProduct features are the specific capabilities, integrations, technical attributes, and service elements that define what a product does. In B2B...
Profit MarginProfit 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 CommissionSales commission is the variable portion of a salesperson’s pay that is directly tied to revenue-generating activities, such as closed deals,...
Sales DashboardA sales dashboard is a real-time, visual summary of key B2B sales development metrics, such as outbound activities, pipeline stages, conversion...
Sales DeckA sales deck is a structured slide presentation used by B2B sales development and account teams to communicate a company’s value proposition,...
Sales Development PlaybookA 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 StrategistA Sales Development Strategist is a senior individual who designs, optimizes, and governs the SDR motion in B2B organizations. They translate revenue...
Sales FunnelA 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 MethodologySales methodology is the structured, repeatable approach that guides how your SDRs and AEs prospect, qualify, and advance B2B deals, from the...
Sales Performance ManagementSales Performance Management (SPM) is the discipline and technology stack used to plan, measure, coach, and continuously improve sales results across...
Sales Pipeline CoverageSales 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 ProcessA 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 QuotaA sales quota is the specific, time-bound target assigned to a sales rep or team, such as meetings booked, qualified opportunities created, or...
Sales ScriptA sales script is a structured outline that guides what B2B sales development reps say or write during cold calls, emails, and other outbound...
Sales StageSales stage is a defined step in your B2B sales development and opportunity pipeline, such as Prospecting, Qualified Meeting Scheduled, Proposal, or...
Sales Trigger EventA 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 SellingSoft 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 MarketingA VP of Marketing is the executive who leads a company's marketing organization, owning brand, demand generation, and the pipeline marketing...
VP of Product MarketingA 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 SalesA 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, 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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