GLOSSARY OF SALES AND MARKETING TERMS

General Sales & Marketing Terms

• Outbound Sales: Proactive contact with potential customers who haven't expressed interest yet.

• Lead: A person or company showing potential interest by sharing information.

• Prospect: A qualified lead likely to become a customer, fitting the ideal customer profile.

• Opportunity: A qualified prospect actively pursued as a potential deal.

• Cold Calling/Emailing: Contacting potential customers without prior interaction via phone or email.

• Sales Funnel: A visual representation of stages from awareness to becoming a customer.

• CRM (Customer Relationship Management): Software for managing customer interactions and tracking sales progress.
  
  

Outbound-Specific Terms

• ICP (Ideal Customer Profile): Detailed description of the perfect customer, including firmographic and demographic information.

• Target Account: A high-potential customer identified based on the ICP.

• Persona: A semi-fictional representation of the ideal customer, based on research.

• Outreach Sequence (or Cadence): A series of interactions designed to engage prospects over time.

• A/B Testing (or Split Testing): Comparing two versions of a sales message to determine which performs better.
  
  

Metrics & Performance

• Conversion Rate: Percentage of prospects moving from one sales funnel stage to the next.

• Open Rate: Percentage of recipients who open an email.

• Click-Through Rate (CTR): Percentage of recipients who click on a link in an email.

• Reply Rate: Percentage of recipients who reply to an email.

• Meeting Booked Rate: Percentage of prospects agreeing to a meeting or demo.

• Lead Generation Cost: Total cost of outbound efforts divided by the number of leads generated.

• CAC (Customer Acquisition Cost): Total cost of acquiring a new customer.

• ROI (Return on Investment): Profitability of outbound sales efforts.

• SQL (Sales Qualified Lead): A lead ready for direct sales engagement.
  
  

AI Agent Performance Metrics

• Speed to Lead: How quickly AI agents engage new leads.

• Call Connection Rates: Percentage of successfully connected calls.

• Lead Conversion Rate: Percentage of leads converted into customers.

• Average Handle Time (AHT): Average duration of each call.

• Customer Satisfaction Score (CSAT): Measures customer satisfaction with interactions.

• Agent Handoff Rates: Frequency of issues escalated to human agents.

• Resolution Success: Percentage of queries resolved by AI without human intervention.

• Click-Through Rates (CTR): Measures engagement quality in digital outreach.

• Message Response Rate: Speed and relevance of AI replies.

• Spam Risk Mitigation: Ensuring AI interactions are respectful and compliant.
  
  

Additional Terms

• Average Open Time: Time taken for recipients to open emails.

• Average Reply Rate: Average rate at which recipients reply to emails.

• SDR (Sales Development Representative): A role focused on qualifying leads and setting up meetings for sales teams.