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
Marketing ReturnMarketing Return is the measurable revenue, pipeline, and profit generated from your marketing and outbound investments relative to their cost. In...
MEDDICMEDDIC is a B2B sales qualification methodology built for complex, high-value enterprise deals. The acronym stands for Metrics, Economic Buyer,...
Meeting SettingMeeting setting in B2B sales is the process of identifying, engaging, and qualifying target accounts, then booking calendarized sales conversations...
Meeting Setting CompanyA meeting setting company (often called an appointment setting company) is a specialized B2B sales development partner that focuses on generating and...
Multi-Channel Lead GenerationMulti-Channel Lead Generation is a B2B sales development strategy that uses coordinated outreach across multiple channels, typically cold email,...
Multi-Channel MarketingMulti-channel marketing is the coordinated use of several channels, such as email, phone, social, paid media, and content, to reach and engage an...
Multivariate TestingMultivariate testing is a method that tests several variables at once to find the combination that performs best. In B2B sales development, it tests...
Objection HandlingObjection handling is the skill of surfacing, understanding, and resolving a buyer's concerns during a sales conversation so the deal can move...
Outbound Lead GenerationOutbound lead generation is the proactive process of identifying, contacting, and qualifying potential B2B customers who have not yet expressed...
Outbound Lead Generation AgencyAn outbound lead generation agency is a specialized B2B partner that builds and runs proactive prospecting programs, typically using cold calling,...
Outbound MarketingOutbound marketing is the practice of proactively reaching out to potential buyers rather than waiting for them to come to you. In B2B sales...
Outbound SalesOutbound 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 GenerationPay 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 MeetingPay 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 PlanA 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...
PipelineA 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 ManagementPipeline 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 StatementA positioning statement is a concise message that defines who your ideal customer is, the problem you solve, how you differ from alternatives, and...
Problem StatementA 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 DemoA 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 MarketingProduct marketing is the function that defines a product's target customer, positioning, and messaging, and translates features into value stories...
Product MessagingProduct 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...
ProspectA 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...
ProspectingProspecting 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 SpendReturn on Marketing Spend (ROMS) is a performance metric that compares the revenue or pipeline generated from marketing activities to the total cost...
Revenue SharingRevenue sharing is a commercial model where partners split the revenue generated from a product, service, or deal according to an agreed percentage....
Sales CadenceA sales cadence is a structured sequence of outreach touches (emails, calls, social messages, voicemails, etc.) that sales development reps follow to...
Sales ConsultantA sales consultant is a professional who advises businesses on how to sell more effectively, improving their strategy, process, and team performance....
Sales DevelopmentSales development is the specialized function in B2B sales that focuses on creating, qualifying, and booking meetings with potential customers for...
Sales EnablementSales enablement is the strategic process of equipping B2B sales development teams with the content, data, tools, and training they need to...
Sales ExecutiveA Sales Executive is a quota-carrying B2B sales professional responsible for converting qualified leads and sales qualified opportunities (SQOs) into...
Sales ForecastingSales forecasting is the practice of predicting future sales revenue over a set period, used by any business to plan budgets, hiring, and inventory....
Sales OperationsSales Operations is the function that designs, manages, and optimizes the systems, processes, data, and infrastructure that support B2B sales...
Sales PipelineA 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 ProspectingSales 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 GenerationSDR lead generation is the process of using Sales Development Representatives (SDRs) to systematically identify, contact, and qualify B2B prospects...
Social SellingSocial 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, 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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