Sales & Revenue Operations Glossary

The definition of lead enrichment describes a process that can deliver inside intelligence about a target lead or account, giving inside sales reps an enriched view of a lead.

The definition of a lead response rep is an inside sales rep who is specifically tasked with following up with leads from inbound marketing campaigns. These inbound leads might include leads who fill out web forms, download marketing content such as eBooks or whitepapers, attend webinars, or answer emails. Lead response reps are also often tasked with taking inbound calls from marketing ads and content.

The definition of lead response time refers to a metric that gauges how long it takes to follow up with a lead that has contacted a business (either by calling, emailing or filling out a form).

The definition of lead to revenue management describes an engagement model that integrates metrics, processes and goals that shapes marketing practices throughout the entire buying cycle.

The definition of local presence is a system that enables inside sales reps to automatically dial prospects using local area codes. Local presence dialers can lift call connection rates by up to 400%, because prospects tend to be far more likely to answer unknown calls from local numbers, rather than toll-free or long distance phone numbers.

The definition of market intelligence data is the information relevant to a target account’s commercial market. Examples of market intelligence data include market growth rate figures and competitor analysis data (i.e. how many companies a target is directly competing with).

The definition of marketing qualification reps (MQRs) are inside sales reps that focus solely on following up with leads that have engaged with specific marketing content.

The definition of mobile CRM describes an app that enables remote employees to interact with prospects and customers on their mobile devices.

The definition of a net promoter score (NPS) is a metric for gauging how likely customers would be to recommend your brand to colleagues and friends. By asking the question, “how likely a customer would be to refer a company to a friend or colleague” you can gauge how willing your customer base is to promote your company.

The definition of outbound sales refers to the process of sales reps making outbound sales calls to prospects.

The definition of predictive analytics describes specific business metrics/key performance indicators (KPIs) that leverage past data and trends in order to make predictions about how sales teams will perform during upcoming quarters.

The definition of predictive dialers refers to an outbound calling system that automatically dials from a list of telephone numbers. Predictive dialing systems utilize call metrics to predict the moment when a human agent will be free to take the next call.