Glossary
Warm Transfer
Passing a qualified live prospect from an SDR to an Account Executive in real time.
Definition
A warm transfer happens when an SDR has a qualified prospect on the line or in a meeting and hands them directly to an AE, with full context, before the conversation ends. The opposite is a cold transfer (just a calendar invite).
Why it matters
Warm transfers convert dramatically better than scheduled callbacks because momentum is preserved.
More terms
ICP (Ideal Customer Profile)
The exact firmographic, persona and trigger combination of the accounts most likely to buy from you.
SDR (Sales Development Representative)
The role responsible for prospecting and booking qualified meetings for closers.
BDR (Business Development Representative)
An outbound prospecting role, often used interchangeably with SDR.
MQL (Marketing Qualified Lead)
A lead that has shown enough interest in your marketing to be worth a sales follow-up.
SQL (Sales Qualified Lead)
A lead that sales has accepted and confirmed is worth working toward a deal.
SAL (Sales Accepted Lead)
The intermediate step between MQL and SQL where sales accepts ownership.
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