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
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...
Live Answer RateLive Answer Rate (LAR) is the percentage of outbound calls that reach a live person instead of voicemail, an automated system, or no answer. In B2B...
Loss LeaderA loss leader is an intentionally underpriced or unprofitable offer designed to reduce buying friction, win new customers, and create a path to...
Manual Contact ResearchManual contact research is the human-driven process of identifying, verifying, and enriching individual B2B prospects’ contact details and context...
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 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 ExecutiveA marketing executive is a senior marketing leader, often a CMO, VP of Marketing, or Head of Demand Generation, who owns marketing strategy, budgets,...
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 OutsourcingMarketing outsourcing is the practice of hiring external specialists or agencies to plan and execute marketing activities, such as content,...
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...
Marketing ReturnMarketing Return is the measurable revenue, pipeline, and profit generated from your marketing and outbound investments relative to their cost. In...
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,...
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...
MarTechMarTech, short for marketing technology, is the stack of software tools teams use to plan, execute, automate, and measure marketing. In B2B sales...
MEDDICMEDDIC is a B2B sales qualification methodology built for complex, high-value enterprise deals. The acronym stands for Metrics, Economic Buyer,...
MedTechMedTech, short for medical technology, is the sector of companies that design, manufacture, and deliver medical devices, diagnostics, and digital...
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...
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...
Mid-MarketMid-market refers to companies that sit between small businesses and large enterprises, typically generating roughly $10M to $1B in annual revenue...
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 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...
Multi-Channel Prospecting (MCP)Multi-Channel Prospecting (MCP) is a B2B sales development strategy where SDRs engage target accounts through coordinated outreach across email,...
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...
NAICSNAICS (North American Industry Classification System) is a standardized, six-digit industry coding system used by governments and businesses across...
National Do Not Call RegistryThe National Do Not Call Registry is a U.S. federal database that lets consumers opt out of most telemarketing sales calls. For B2B sales development...
Near Shore Cold CallingNear shore cold calling is the practice of outsourcing outbound B2B sales calls to teams located in nearby or neighboring countries that share...
Nearshore Sales OutsourcingNearshore sales outsourcing is the practice of delegating B2B sales development activities, such as SDR outreach, cold calling, and appointment...
Net Promoter Score (NPS)Net Promoter Score (NPS) is a customer loyalty metric based on how likely your buyers are to recommend your company on a 0-10 scale. In B2B sales...
ObjectionAn objection is any concern, doubt, or perceived risk someone raises that holds them back from agreeing or moving forward. In B2B sales development,...
Objection HandlingObjection handling is the skill of surfacing, understanding, and resolving a buyer's concerns during a sales conversation so the deal can move...
Off-Shore Cold CallingOff-shore cold calling is the practice of using sales development reps (SDRs) based in lower-cost countries (such as the Philippines or India) to...
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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