ABM (Account-Based Marketing)
Targeting a short list of named companies directly, instead of messaging a broad, generic list.
Read the definition →Account Penetration
How many of the people who matter inside a target company you're actively engaged with.
Read the definition →Aha Moment
The point where a prospect recognizes their own problem in your message, and outreach stops feeling like a pitch.
Read the definition →Appointment Setting
Booking qualified sales meetings with the right decision-makers, so closers talk to real buyers.
Read the definition →B2B Lead Generation
Finding companies that fit your offer and turning their decision-makers into real sales conversations.
Read the definition →B2B Prospecting
Researching and choosing which companies and contacts to reach out to, before any message goes out.
Read the definition →Business Development
Creating new revenue from new customers, markets, and partnerships, not managing existing accounts.
Read the definition →Buyer Engagement
The measurable ways a prospect interacts with you, used to decide who to follow up with first.
Read the definition →Buyer Persona
A profile of a job role's goals and objections, used to shape messaging rather than decide who to target.
Read the definition →Buying Signal
An observable event, like a new hire or funding round, suggesting a company may be ready to buy now.
Read the definition →CAN-SPAM Act
The US law setting the rules for commercial email: accurate sender info, honest subject lines, a working opt-out.
Read the definition →Cold Email
Outbound email to a prospect with no prior relationship, written to open a real conversation, not blast a list.
Read the definition →Cold Lead
A prospect matching your ICP who hasn't engaged yet, the starting point of a sequence, not a dead end.
Read the definition →Cold Outreach
Reaching out first to prospects who don't know you yet, across email, LinkedIn, or phone.
Read the definition →GDPR for Cold Outreach
The EU law governing outreach to prospects in Europe, and what "legitimate interest" actually allows.
Read the definition →Go-to-Market Strategy (GTM)
The plan for who you sell to, what you promise them, and which channels you use to reach them.
Read the definition →Growth Strategy
A company's plan for growing revenue, and which levers, like new customers or markets, it pulls.
Read the definition →GTM Execution
Running the go-to-market plan week to week, and adjusting it based on real reply and meeting data.
Read the definition →ICP (Ideal Customer Profile)
The exact type of company and buyer most likely to want your product, used to decide who's worth messaging before outreach starts.
Read the definition →Inbound vs. Outbound
Waiting for the right people to find you, versus proactively reaching out to find them.
Read the definition →Lead Magnet
A free, specific piece of value offered upfront to earn a reply, before any pitch is made.
Read the definition →Lead Qualification
Deciding whether a lead fits and can actually buy, before a salesperson spends time on it.
Read the definition →Lead Scoring
Ranking leads by fit and engagement so sales effort goes to the prospects most likely to convert first.
Read the definition →LinkedIn Outreach
Connection requests and messages on LinkedIn, aimed at the exact decision-makers you want to reach.
Read the definition →Meeting-Booked Rate
The percentage of contacted prospects who book a meeting, the metric outbound teams actually optimize for.
Read the definition →Multi-Channel Outreach
Reaching the same prospect across email, LinkedIn, and phone in one coordinated sequence.
Read the definition →Multi-Threading
Engaging several stakeholders inside one account at once, instead of relying on a single champion.
Read the definition →Pipeline Acceleration
Moving deals already in the pipeline to a decision faster by removing the stalls between stages.
Read the definition →Pipeline Generation
Creating new qualified sales opportunities on purpose, so the pipeline holds enough to hit target.
Read the definition →Re-engagement Campaign
A sequence aimed at prospects who went quiet, existing connections, or non-responders, not a cold audience.
Read the definition →Response Rate
The percentage of prospects who reply, the earliest signal that targeting and messaging are working.
Read the definition →Revenue Generation
The activities that turn prospects into paying customers, and the outcome every sales metric serves.
Read the definition →Sales Outreach
Any message a sales team sends to start or advance a conversation with a prospect, cold or warm.
Read the definition →Sales Pipeline
Every active deal moving through defined stages, from first contact to closed-won.
Read the definition →SDR (Sales Development Rep)
The role responsible for prospecting and qualifying leads, booking meetings for account executives.
Read the definition →Sender Reputation
The ongoing score inbox providers assign a domain based on past behaviour, deciding inbox or spam.
Read the definition →Signal-Heavy Structuring
A framework for building content that includes a concrete, usable asset, not generic branding copy, so it earns a reply on its own.
Read the definition →Social Selling
Building trust with prospects on social platforms, so your outreach arrives from a familiar name.
Read the definition →Spam Complaint Rate
The share of delivered emails recipients mark as spam. Gmail and Yahoo both say keep it below 0.3%.
Read the definition →SPF, DKIM & DMARC
The three DNS records that prove a cold email actually came from your domain, and decide whether it lands in the inbox or spam.
Read the definition →Target Account Strategy
Choosing a defined list of high-value companies to pursue, and planning how to approach each.
Read the definition →Total Conversional Market (TCM)
The highly specific, highly motivated subset of prospects actively feeling your problem today, versus the broad, theoretical TAM.
Read the definition →Value Proposition
The specific result a buyer gets and why that matters more coming from you than from any alternative.
Read the definition →Vanity Metrics
Likes, follower counts, and impressions that look impressive but don't reliably predict pipeline.
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