Sales EngagementGlossary

Learn industry specific need-to-know terms and their definitions.

Voice Cadence

What is a Voice Cadence? A voice cadence is a sequence of phone calls to a prospect or customer via a sales engagement platform to drive revenue. Phone conversations are a critical part of the sales process if done right. However, if your voice cadence is off, you can...

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Text Cadence

What is a Text Cadence? A text cadence is a sequence of text messaging touchpoints to engage with customers and prospects via a sales engagement platform. You may think of texting as a means of communicating with loved ones through your mobile device without having to...

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Speed to Lead

What is Speed to Lead? Speed to lead is a measure of lead response time in the sales process. When a potential customer fills out a form, makes a demo request, or initiates contact with your company in another way, how fast is your response time? The longer it takes...

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Social Selling

What is a Social Selling? Social selling is a sales strategy in which businesses leverage the power of their social media accounts to sell directly to their followers and connections. While the validity of this statement is up for debate, what’s clear is that many...

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Sales Sequence

What is a Sales Sequence? A sales sequence, also called a sales cadence or a sales campaign, is a series of clearly delineated steps to convert your prospects into paying customers. Sales sequences usually contain between five to seven steps, and take an omnichannel...

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Sales Playbook

What is a Sales Playbook? A sales playbook is a document that outlines tactics, best practices and strategies to tackle each stage of the selling process effectively. This detailed document should be tailored to your company and sales team, covering buyer personas,...

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Sales Engagement Platform

What is a Sales Engagement Platform? A Sales engagement platform, or a sales engagement software, is a software application that supports sales engagement activities within your organization by enabling sellers to utilize omni-channel sales cadences to drive revenue....

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Sales Engagement

What is Sales Engagement? Sales engagement is the collective set of interactions between your sales team and your prospective buyers and current customers, often conducted via an omni-channel cadence within a sales engagement platform. These touchpoints can include...

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Sales Cadence

What is a Sales Cadence? A sales cadence is a sequence of sales activities or outreach methods that members on sales teams can use to create and nurture relationships with leads, so that they can ultimately encourage their prospects to take concrete steps towards...

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Native Sales Engagement

What is Native Sales Engagement? Native sales engagement is a sales engagement that is built directly – or natively – into the CRM so sales reps do not have to switch back and forth between applications when communicating with prospects and customers. Native sales...

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Lead Response Time

What is Lead Response Time? Lead response time is the average amount of time it takes for a sales representative to respond to a lead. This can include anything from filling out a form, downloading content, answering a call, responding to an email, or any other form...

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Inside Sales

What is Inside Sales? Inside sales is a selling process that takes place remotely—rather than from within any office-based environment. The process of inside sales differs from selling in the days of yore, once called “outside sales”; no longer do inside sales...

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Guided Selling

What is Guided Selling? Guided selling is a sales process that allows sellers to have better buyer engagements by helping them deliver the right message, via the right channels at the right time, eliminating the guesswork, and giving them more time to do what they do...

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Email Cadence

What is an Email Cadence? An email cadence is a sequence of emails sent to prospects and customers via a sales engagement platform. Getting an email cadence right can mean the difference between a company that feels annoying to customers – and one that feels valuable,...

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Digital Sales

What is Digital Sales? Digital sales is the term used to describe a sales rep’s utilization of virtual channels to contact potential prospects, provide them with education on your product or service and ultimately provide them with a solution that satisfies their...

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Cadence Software

What is Cadence Software? Cadence software is a tool or application that allows sellers to leverage omni-channel (email, phone, video, social, text) sales cadences to communicate with prospects and customers. Defining and implementing the right sales cadences can mean...

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Account-Based Sales

What is Account-Based Sales? Account-based sales is an omnichannel B2B sales method in which each target company (also known as an “account”) is treated as its own “market.” Sales representatives develop a unique, highly personalized sales strategy for each potential...

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