Glossary
B2B sales and lead generation, defined in plain English.
The terms that matter in outbound — short definitions, why each one matters in practice, and links to deeper guides.
ICP (Ideal Customer Profile)
The exact firmographic, persona and trigger combination of the accounts most likely to buy from you.
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SDR (Sales Development Representative)
The role responsible for prospecting and booking qualified meetings for closers.
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BDR (Business Development Representative)
An outbound prospecting role, often used interchangeably with SDR.
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MQL (Marketing Qualified Lead)
A lead that has shown enough interest in your marketing to be worth a sales follow-up.
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SQL (Sales Qualified Lead)
A lead that sales has accepted and confirmed is worth working toward a deal.
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SAL (Sales Accepted Lead)
The intermediate step between MQL and SQL where sales accepts ownership.
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BANT (Budget, Authority, Need, Timing)
A classic four-part lead qualification framework.
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MEDDIC
A deeper enterprise sales qualification framework: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion.
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CHAMP (Challenges, Authority, Money, Prioritization)
A modern qualification framework that leads with the buyer's problem.
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TAM / SAM / SOM
Total, Serviceable, and Serviceable-Obtainable market — the three sizing layers.
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Intent Data
Signals that indicate a company is actively researching your category.
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Lead Scoring
Assigning a numeric score to each lead based on fit and behaviour.
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Warm Transfer
Passing a qualified live prospect from an SDR to an Account Executive in real time.
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Email Deliverability
The probability that a sent email actually reaches the recipient's primary inbox.
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Domain Warm-Up
Gradually ramping send volume on a new sending domain to build inbox reputation.
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SPF, DKIM, DMARC
The three email authentication standards required by major inbox providers.
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SSI (Social Selling Index)
LinkedIn's 0-100 score that measures how effectively a profile sells on LinkedIn.
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CAC (Customer Acquisition Cost)
The fully-loaded cost to acquire one new paying customer.
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LTV (Lifetime Value)
The total gross profit a customer is expected to generate over their relationship.
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Outbound vs Inbound
Outbound is initiating contact with prospects; inbound is prospects initiating contact with you.
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