Sales & Revenue Operations Glossary

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.

One of the key ingredients in a successful sales conversation is rapport building. This is about building a great relationship with your prospective customer. We all tend to buy from people we trust, respect, and like. Establishing a solid and long lasting rapport with each customer, is particularly important as part of the focus to […]

The definition of relationship intelligence data refers to intelligence provided to inside salespeople that informs them about the history of their company’s relationship with a prospect or customer.

Revenue acceleration is a potent alliance between marketing, sales, and customer success to achieve exponential gains in revenue. It’s practices align a single organization’s marketing, sales, and success teams around a core set of common goals, shared data, and consistent messaging to ensure that the three teams support one another to rapidly grow revenue and […]

Revenue intelligence describes the practice of gathering sales and product usage data across leads, prospects, and current customers and analyzing it with an AI to identify trends and metrics that can be used to maximize revenue. Revenue intelligence software can transform this data into predictive insights and AI-powered next best actions that drive more wins. […]

Revenue Operations (RevOps) is a total alliance between a company’s sales, marketing, and customer success teams with the goal of creating a single unified revenue process. This process fully integrates the marketing funnel, sales process, and customer retention strategy to unify data, goals, and processes to achieve end-to-end accountability, visibility, and drive an exponential increase […]

Revenue optimization is the process of combining data from sales, marketing, customer success, and product in order to optimize sales, marketing, pricing, and customer success strategies and tactics. Rather than each department individually collecting data on and informing itself, revenue operations breaks down the silos and enables cross-departmental data sharing. With this new data, teams […]

A Revenue Operations (RevOps) platform empowers Marketing, Sales and Customer Success teams to align around common insights, key performance indicators and solutions that improve productivity, performance and revenue potential for all teams. RevOps platforms allow teams to align and execute on their overall go-to-market strategy. The Key Components of a RevOps Platform A complete revenue […]

Sales acceleration technology is a category of cloud-based software that’s designed to help reps sell both faster and more intelligently. Sales acceleration helps increase the velocity of sales by helping reps identify hot prospects, connect with them more successfully and increase productivity during the selling process.

A sales cadence, also referred to as a sales sequence, is a scheduled series of sales activities that follow a pre-determined order and agenda. Cadences are typically oriented towards sales prospecting, and include a number of different activities, such as phone calls, text messages, emails, social media messages, voicemails, and even direct mail. These activities […]