The outbound dictionary.
30 terms in plain language. The ones you'll hear in an SDR all-hands, a deliverability post-mortem, or a procurement call. Cross-linked to the product where it matters.
Four terms worth knowing first.
If you're new to outbound, read these in order. Every other term in the glossary builds on these four.
Sales Development Representative (SDR)
An SDR is the sales role that runs outbound prospecting and books qualified meetings for Account Executives. Definition, quota, and ramp time.
Read definition arrow_forward ICPIdeal Customer Profile (ICP)
An Ideal Customer Profile is the data-driven description of the company most likely to buy from you. Definition, examples, and how to...
Read definition arrow_forward CECold Email
A cold email is an unsolicited outbound email to a prospect, asking for a meeting or response. What makes a cold email...
Read definition arrow_forward DEmail Deliverability
Email deliverability is the probability that a sent email lands in the inbox versus spam. How it works and how to protect...
Read definition arrow_forwardWho runs outbound, daily.
The job titles every sales leader maps to a hiring plan, plus the AI variants now competing with them.
Account Executive (AE)
An Account Executive owns the sales cycle from qualified meeting to closed deal. Definition, quota, and how AEs work with SDRs.
Read definition arrow_forward AIAI BDR
An AI BDR is an autonomous AI agent that performs business development rep work. How it works, what it replaces, and where...
Read definition arrow_forward AIAI SDR
An AI SDR is an AI agent that performs Sales Development Rep work. Fully autonomous vs augmented models, accuracy, and trade-offs.
Read definition arrow_forward BDRBusiness Development Representative (BDR)
A BDR is the sales role focused on developing new business, often through inbound qualification or strategic outbound. Compared with SDR.
Read definition arrow_forward MManaged SDR
A Managed SDR service is an outsourced SDR engagement where a provider runs outbound on the customer behalf. How it compares to...
Read definition arrow_forward SDRSales Development Representative (SDR)
An SDR is the sales role that runs outbound prospecting and books qualified meetings for Account Executives. Definition, quota, and ramp time.
Read definition arrow_forward RTSDR Ramp Time
SDR ramp time is the number of months between hiring an SDR and them hitting full quota productivity. Benchmarks and how to...
Read definition arrow_forwardHow meetings get made.
The mechanics of outbound, inbound, and the orchestration layer between them.
Appointment Setting
Appointment setting is the practice of booking qualified meetings between prospects and sales reps, usually as an outsourced service. How it works.
Read definition arrow_forward CCCold Call
A cold call is an outbound phone call to a prospect who has not asked to be contacted. Why it still works...
Read definition arrow_forward CECold Email
A cold email is an unsolicited outbound email to a prospect, asking for a meeting or response. What makes a cold email...
Read definition arrow_forward PEmail Personalization
Email personalization is tailoring an outbound email to a specific prospect, beyond merge fields. Why it matters and what real personalization looks...
Read definition arrow_forward ISInbound Sales
Inbound sales is the motion driven by marketing-generated leads who reach out first. Definition, conversion benchmarks, and how it pairs with outbound.
Read definition arrow_forward MCMulti-Channel Outreach
Multi-channel outreach is outbound that combines email, LinkedIn, phone, and other channels in one coordinated sequence. Why it lifts reply rates.
Read definition arrow_forward OSOutbound Sales
Outbound sales is the sales motion in which the seller initiates contact with the prospect. Definition, when it works, and how it...
Read definition arrow_forward PGPipeline Generation
Pipeline generation is the work of creating new qualified opportunities for the sales team. Sources, math, and how to set a coverage...
Read definition arrow_forward CSales Cadence
A sales cadence is the schedule and channel mix of outbound touches an SDR runs against a prospect over time. Lengths, channel...
Read definition arrow_forward SSales Sequence
A sales sequence is the automated implementation of a cadence inside a sales engagement platform. Structure, steps, and auto-pause logic.
Read definition arrow_forwardWho you should be selling to.
The frameworks that separate the prospects worth a sequence from the rest of the list.
BANT
BANT stands for Budget, Authority, Need, and Timeline. The classic sales qualification framework, when it works, and when it does not.
Read definition arrow_forward ICPIdeal Customer Profile (ICP)
An Ideal Customer Profile is the data-driven description of the company most likely to buy from you. Definition, examples, and how to...
Read definition arrow_forward MQLMarketing Qualified Lead (MQL)
A Marketing Qualified Lead is a prospect that marketing has scored as a likely buyer based on behavior. Definition, scoring, and handoff...
Read definition arrow_forward SQLSales Qualified Lead (SQL)
A Sales Qualified Lead is a prospect that sales has accepted as worth pursuing toward a deal. Definition, criteria, and conversion benchmarks.
Read definition arrow_forwardThe data that powers targeting.
What you know about a company before the first email goes out.
Firmographic Data
Firmographic data is the describing facts of a company: size, industry, revenue, geography. The foundation of B2B targeting and ICP scoring.
Read definition arrow_forward IIntent Data
Intent data is the set of third-party signals indicating a company is researching a buying topic. Sources, accuracy, and how to use...
Read definition arrow_forward TTechnographic Data
Technographic data describes the tools and software a company uses. How it is collected, how accurate it is, and how to use...
Read definition arrow_forwardWhy your email hits the inbox.
Authentication, reputation, and the DNS records that prove you are who you say you are.
DKIM
DKIM (DomainKeys Identified Mail) is an email authentication standard that uses cryptographic signatures to verify sender identity. How it works.
Read definition arrow_forward DMARCDMARC
DMARC is an email authentication policy layered on SPF and DKIM that tells receivers what to do with mail that fails authentication....
Read definition arrow_forward DWDomain Warmup
Domain warmup is the process of gradually ramping send volume on a new sender domain to build inbox reputation. Timeline, daily volume,...
Read definition arrow_forward DEmail Deliverability
Email deliverability is the probability that a sent email lands in the inbox versus spam. How it works and how to protect...
Read definition arrow_forward SDSender Domain
A sender domain is the domain in the From line of outbound emails. How to choose one for cold outreach and protect...
Read definition arrow_forward SPFSPF
SPF (Sender Policy Framework) is a DNS-based email authentication standard that authorizes which IP addresses can send mail for your domain.
Read definition arrow_forwardSkip the theory. See ReachIQ run.
20-minute demo. Bring your ICP and we'll show you the contacts, the sequence, the meeting math.