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.
438 terms and growing · 6 categories · Updated continuously
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,...
Industry CodesIndustry codes are standardized classification systems, such as SIC and NAICS, that categorize companies based on their primary line of business. In...
Industry SegmentationIndustry segmentation is the practice of organizing target accounts into distinct industry or vertical groups, often using NAICS/SIC or self-reported...
InfluencerAn influencer is a person who shapes other people's decisions through expertise, authority, or trust. In B2B sales development, an influencer...
In-House Cold CallingIn-house cold calling is when a B2B company builds and manages its own internal team of sales development representatives (SDRs) to make outbound...
Inside SalesInside sales is a B2B selling model where SDRs and account executives engage prospects remotely, primarily via phone, email, video, and digital...
Inside Sales RepAn Inside Sales Rep is a B2B salesperson who sells remotely, primarily via phone, email, and video, rather than traveling to meet prospects in...
Intent DataIntent data is behavioral information captured from digital activities, such as content consumption, keyword searches, and comparison research, that...
Key AccountsKey accounts are the high-value target or existing customer organizations that generate or are expected to generate a disproportionate share of...
Key Performance Indicators (KPIs)Key Performance Indicators (KPIs) are the quantifiable metrics an organization uses to measure progress toward its most important goals. In B2B sales...
Knowledge BaseA knowledge base is a centralized, searchable repository of information that a team or its customers use to find answers quickly. In B2B sales...
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 EnrichmentLead enrichment is the process of adding accurate, up-to-date firmographic, technographic, contact, and intent data to raw leads so B2B sales teams...
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 ManagementLead management in B2B sales development is the end-to-end process of capturing, enriching, routing, engaging, and tracking prospects from first...
Lead QualificationLead qualification in B2B sales development is the process SDRs use to determine whether a prospect is a good fit, has genuine buying intent, and is...
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...
List BuildingList building is the process of identifying, researching, validating, and organizing a set of contacts or accounts to reach, such as an email list or...
List Building SoftwareList building software is a category of B2B sales tools that helps revenue teams automatically identify, compile, and maintain targeted prospect...
List Building TeamA List Building Team in B2B sales development is a specialized group, internal or outsourced, responsible for identifying, researching, verifying,...
List Building ToolsList building tools are software platforms and data services that help B2B sales teams identify, compile, and enrich targeted lists of accounts and...
List CleaningList cleaning is the ongoing process of verifying, correcting, and removing invalid, duplicate, or outdated records from a contact database. In B2B...
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...
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.