Sales Engagement Glossary
Understanding Common Industry Terms
An omnichannel B2B sales method in which each target company (also known as an “account”) is treated as its own “market.”
A tool or application that allows sellers to leverage omnichannel (email, phone, video, social, text) sales cadences to communicate with prospects and customers.
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 unique needs.
A sequence of emails sent to prospects and customers via a sales engagement platform.
The planned orchestration of the sales process through automation and multichannel communication.
A selling process that takes place remotely—rather than from within any office-based environment.
The average amount of time it takes for a sales representative to respond to a lead.
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.
A sequence of multichannel touchpoints designed to guide a sales rep through the entire sales process. Includes automation and branching paths to flexibly move customers through the process depending on touchpoint outcomes.
The collective set of interactions between your sales team and your prospective buyers and current customers, often conducted via an omnichannel cadence within a sales engagement platform.
A software application that supports sales engagement activities within your organization by enabling sellers to utilize omnichannel sales cadences to drive revenue.
A document that outlines tactics, best practices and strategies to tackle each stage of the selling process effectively.
A series of clearly delineated steps to convert your prospects into paying customers, usually containing between seven to 10 steps, and take an omnichannel approach.
A sales strategy in which businesses leverage the power of their social media accounts to sell directly to their followers and connections.
A measure of lead response time in the sales process.
A sequence of text messaging touchpoints to engage with customers and prospects via a sales engagement platform.
A sequence of phone calls to a prospect or customer via a sales engagement platform to drive revenue.