Sales Glossary

Key B2B sales and outreach terms explained clearly. From deliverability fundamentals to advanced automation concepts.

9 terms defined

B

Bounce Rate

Bounce Rate in B2B sales refers to the percentage of website visitors who land on a page and leave without interacting further or navigating to other pages on the site. A high bounce rate can signal disinterest, poor targeting, or irrelevant content for potential business clients.

C

Cold Email

A cold email is an unsolicited email sent to a prospective client who has not previously interacted with the sender or expressed interest in their product or service. Its primary goal is to initiate a conversation, introduce an offering, or schedule a meeting.

D

DKIM

DKIM (DomainKeys Identified Mail) is an email authentication protocol that adds a digital signature to outgoing emails, allowing recipient servers to verify that the email was sent from an authorized server and has not been tampered with in transit. This helps prevent email spoofing and phishing by ensuring the sender's domain authenticity.

DMARC

DMARC (Domain-based Message Authentication, Reporting, and Conformance) is an email authentication protocol that builds on SPF and DKIM to protect domains from email spoofing, phishing, and other unauthorized use. It allows domain owners to instruct recipient mail servers on how to handle emails that fail authentication, and to receive reports on these authentication outcomes.

E

Email Deliverability

Email deliverability is the ability of an email to successfully reach a recipient's primary inbox, rather than being blocked or routed to spam folders. It is crucial for B2B sales as it directly impacts the effectiveness of outreach and communication.

Email Warmup

Email warmup is the process of gradually increasing sending volume from a new or dormant email account to build a positive sender reputation with email service providers, ensuring messages land in the inbox rather than spam.

L

Lead Scoring

Lead scoring is a methodology used to rank prospects based on their perceived value to a sales organization. It assigns numerical values to leads based on their demographic information, company data, and online behavior, helping sales teams prioritize outreach to the most promising candidates.

S

Sales Cadence

A Sales Cadence is a structured sequence of outreach activities (e.g., emails, calls, social touches) designed to engage prospects and move them through the sales funnel. It defines the timing, channel, and content for each touchpoint to maximize effectiveness and consistency in B2B sales.

SPF Record

An SPF (Sender Policy Framework) record is a type of DNS TXT record that specifies which mail servers are authorized to send email on behalf of a domain. It helps prevent email spoofing and enhances email deliverability by allowing recipient servers to verify the sender's legitimacy.