B2B Sales Glossary

What is a Preview Dialer?

A preview dialer is an outbound calling system that gives agents complete control over when a call is placed. Unlike other automated dialers that dial automatically, a preview dialer first presents the agent with all the information about the next contact in a list and then waits for the agent to manually initiate the call.

What is a Progressive Dialer?

A progressive dialer is a type of automated outbound calling system designed for call centers and sales teams. Unlike a predictive dialer that dials multiple numbers at once, a progressive dialer dials one number at a time only after an agent becomes available. This ensures that every connected call is immediately routed to a live agent, eliminating the risk of a "silent call" or high call abandonment rates.

Lead generation is the process of attracting and converting potential buyers into people who have shown some level of interest in your product or service. Think of it as the very first step in filling your sales pipeline. It’s the essential bridge that connects your marketing efforts with your sales team, providing a steady stream of people to talk to, qualify, and hopefully, turn into customers.

A sales cycle is the complete, repeatable journey a sales team takes to turn a potential customer into a paying one. Think of it as a detailed roadmap that outlines every single step, from the moment you first connect with a prospect to the final celebration of a closed deal.

A Triple Line Dialer is a type of multi-line dialer that boosts outbound sales productivity by allowing a sales representative to call up to three phone numbers at the same time. It's a significant step up from a single-line dialer (which dials one number at a time) and a more controlled version of a predictive dialer, which may dial a larger, dynamically adjusted number of lines per agent.

A Multi Line Dialer, often referred to as a Predictive Dialer or a Power Dialer, is a sophisticated outbound calling system that automatically dials multiple phone numbers at the same time for each available sales agent. Unlike a single-line dialer, which dials one number at a time, a multi-line dialer’s core function is to maximize agent talk time by minimizing the time spent on manual dialing, listening to busy signals, or waiting for a call to connect.

A Single Line Dialer, also known as a Power Dialer or Progressive Dialer, is a type of automated calling software that helps sales professionals make outbound calls one at a time. Its defining feature is that it dials one phone number for each available sales rep, ensuring that a live agent is always connected to a live prospect, without any of the risks of over-dialing.

A buyer persona is a semi-fictional, generalized representation of your ideal customer, based on real data about your existing customers and market research. It's not just about demographics; it delves deeply into psychographics, behaviors, motivations, goals, pain points, and challenges.

Cold calling, in its essence, is an outbound sales tactic where a salesperson initiates contact with a potential buyer (prospect) who has not previously expressed interest in their products or services and has no prior relationship with the company. The term "cold" signifies this lack of pre-existing connection or expectation of being contacted. While traditionally associated with phone calls, the principle extends to unsolicited initial outreach via other channels like email or social media, though these are typically termed "cold email" or "cold outreach."

Sales forecasting is the process of estimating future sales revenue for a specific period (e.g., week, month, quarter, year). It's essentially predicting how much of your product or service your company will sell, relying on a combination of historical data, market trends, current pipeline activity, and qualitative insights.