B2B Sales Glossary

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.

A sales workflow is a structured, step-by-step sequence of actions and tasks that a sales team or individual salesperson follows to move a lead through the sales process, from initial contact to closing a deal and beyond. It defines how sales activities are performed, when they are performed, and who is responsible for them.

A sales pipeline is a visual representation of all the active sales opportunities (deals) a sales team or individual salesperson is currently working on, moving them through various stages of their sales process. Unlike a sales funnel (which is customer-centric and focuses on the buyer's journey), a sales pipeline is seller-centric and focuses on the internal process of managing opportunities from initial contact to closing the deal.

The sales funnel, often depicted as an inverted pyramid or a literal funnel, is a foundational concept in sales and marketing that maps out the theoretical journey of a prospect from their initial awareness of a problem or solution to their ultimate purchase decision. In B2B sales, where deals are typically complex, high-value, and involve multiple stakeholders, understanding and optimizing each stage of the sales funnel is crucial for consistent revenue growth.

An outbound dialer is a software or cloud-based solution that automates the process of making outgoing phone calls from a predefined list of telephone numbers. Its primary goal is to increase the efficiency and productivity of sales teams, call centers, and other organizations that rely heavily on outbound communication.

An AI Sales Assistant Software is an intelligent application or platform that leverages Artificial Intelligence (AI), including machine learning (ML), natural language processing (NLP), and sometimes generative AI, to support, enhance, and automate various tasks within the sales cycle. Think of it as a virtual, data-driven sidekick for sales professionals.