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.
55 matching terms · 6 categories · Updated continuously
Auto DialerAn auto dialer is software that dials phone numbers automatically from a list, removing the manual work of entering each number by hand. In B2B...
Automated VoicemailAutomated voicemail is the use of a dialer or phone system to drop a pre-recorded voicemail message automatically when a call goes unanswered, so the...
B2B Cold CallingB2B cold calling is the practice of sales development reps (SDRs) proactively phoning business prospects who have not previously expressed interest,...
B2B Phone SalesB2B phone sales is the practice of using live telephone conversations to generate, qualify, and advance sales opportunities between businesses. It...
B2B TelemarketingB2B telemarketing is the practice of using outbound and inbound phone calls to identify, qualify, and nurture business prospects, typically as part...
B2C TelemarketingB2C telemarketing is the practice of using outbound phone calls to sell products, services, or subscriptions directly to individual consumers rather...
Call CenterA B2B call center is a centralized, often distributed team of sales development reps (SDRs) who conduct high-volume outbound and inbound sales calls...
Caller IDCaller ID is the phone number, and sometimes the business name or logo, that displays on a recipient device when you place a call. In B2B sales...
Calling ScriptA calling script is a structured, research-backed talk track that guides B2B SDRs and account executives through cold calls, discovery calls, and...
Call RecordingCall recording is the capture and secure storage of a phone conversation for later playback, review, or compliance, typically via VoIP systems or...
Call SentimentCall sentiment is the qualitative and quantitative assessment of a prospect’s emotional tone, engagement level, and attitude during a sales call,...
Calls Per DayCalls Per Day is a core B2B sales development metric that measures how many outbound phone calls a sales development representative (SDR) completes...
Call-to-Meeting RateCall-to-Meeting Rate is the percentage of outbound calls that result in a scheduled meeting, usually a qualified discovery or demo. In B2B sales...
Click-to-CallClick-to-Call (also called click-to-dial) is a telephony feature that lets B2B sales reps place a phone call by clicking a phone number in a CRM,...
Cold Call AnalysisCold call analysis is the systematic review of outbound sales calls to understand what’s working, what isn’t, and how to improve results. In B2B...
Cold CallerA cold caller is a sales development professional who uses outbound phone calls to engage previously uncontacted B2B prospects, qualify their needs,...
Cold CallingCold calling in B2B sales development is the process of proactively phoning targeted companies that have not previously expressed interest, with the...
Cold Calling AgencyA cold calling agency is a specialized B2B sales development partner that runs outbound phone campaigns to generate qualified sales meetings for your...
Cold Calling Conversion RateCold Calling Conversion Rate is the percentage of outbound cold calls that result in a meaningful next step, such as a booked meeting, qualified...
Cold Calling CRMCold Calling CRM is a sales CRM setup specifically designed to plan, execute, and track outbound phone outreach in B2B sales development. It combines...
Cold Calling KPIsCold Calling KPIs (Key Performance Indicators) are the specific, measurable metrics B2B sales teams use to evaluate how effectively their SDRs turn...
Cold Calling Lead GenerationCold calling lead generation is the process of using outbound phone calls to identify, qualify, and book meetings with new B2B prospects who have not...
Cold Calling ListA cold calling list is a structured, prioritized database of B2B accounts and decision-makers that sales development reps (SDRs) call to generate...
Cold Calling Objection HandlingCold calling objection handling is the skill and process of effectively responding to a prospect’s concerns, pushbacks, and “not interested”...
Cold Calling OutsourcingCold calling outsourcing is the practice of hiring an external B2B sales development partner to handle outbound calling, prospecting, and appointment...
Cold Calling Personality TypesCold Calling Personality Types are distinct, repeatable styles that B2B SDRs and callers use when engaging prospects by phone, such as challenger,...
Cold Calling PlatformA cold calling platform is a software system that helps B2B sales development teams plan, automate, and analyze outbound phone outreach at scale. It...
Cold Calling RapportCold calling rapport is the ability of a sales development representative (SDR) to quickly build trust, comfort, and credibility with a completely...
Cold Calling ROICold Calling ROI (Return on Investment) in B2B sales development measures how much revenue or qualified pipeline you generate for every dollar spent...
Cold Calling ScriptA cold calling script is a structured talk track B2B SDRs and sales reps use to guide live outbound calls, including openers, discovery questions,...
Cold Calling SDRsCold Calling SDRs (Sales Development Representatives) are specialized outbound reps who focus on initiating contact with net-new B2B prospects by...
Cold Calling ServicesCold calling services are specialized B2B sales development programs where trained SDRs make proactive, outbound phone calls to target accounts to...
Cold Calling TeamA cold calling team is a specialized group of sales development representatives (SDRs) dedicated to generating B2B pipeline by engaging net-new...
Cold Calling Tone of VoiceCold calling tone of voice is the way an SDR sounds on a sales call, including pace, volume, pitch, warmth, and confidence, and how that delivery...
Cold Calling Value PropositionA cold calling value proposition is the clear, 20-30 second statement SDRs use at the start of a B2B sales call to explain why they’re calling and...
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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