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Sales & Revenue Operations Glossary

Decode the terminology, jargon and key terms used by high-performing sales teams.

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What is Sales Force Automation?
The definition of sales force automation refers to a system that is designed to improve sales productivity by automating various sales processes.
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What is a Sales Funnel?
The definition of the sales funnel (also known as a revenue funnel or sales process) refers to the buying process that companies lead customers through when purchasing products. A sales funnel is divided into several steps, which differ depending on the particular sales model.
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What is Sales Management Software?
The definition of sales management software refers to systems that enable sales managers to gain increased insight into key performance indicators across their organization.
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What is a Sales Pipeline?
A sales pipeline is a set of stages that sales prospects progress through as they move toward becoming a customer. The sales pipeline provides sales reps, managers, and executives with a visual representation of where sales prospects, leads, and contacts are within the sales process. Sales pipelines enable leaders and reps to make accurate forecasts […]
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What is a Sales Playbook?
A sales playbook is your sales master plan that contains everything sales reps need to win a deal. A sales playbook is a document that outlines your sales process and strategies, target buyer personas, call scripts, email templates, sequences, and contact patterns, as well as buyer requirements. The playbook details exactly what should be accomplished […]
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What Does Prospecting Mean?
The definition of sales prospecting is when inside sales reps make outbound calls or send outbound emails to leads in hopes of creating opportunities for account executives. Prospecting can involve cold-calling as well as reaching out to nurture leads that have gone cold.
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What are Sales Scripts?
The definition of sales scripts – sometimes referred to as call scripts or cold calling scripts – refers to a prescribed set of talking points that are commonly used by telemarketers and inside sales reps when speaking to prospects.
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What is a Sales Sequence?
A sales sequence, also referred to as a sales cadence, is a scheduled series of sales touchpoints that include phone calls, emails, social messages, and SMS messages, as well as other tasks that are delivered at a pre-defined interval over a particular period of time. Sequences have recently become the standard for sales teams, who […]
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What is a Sales Stack?
The definition of the sales stack (also known as a sales technology stack) is a term for the totality of sales software (typically cloud-based) that a particular sales team utilizes. As new sales tools become available, sales reps and managers are embracing a wide variety of technologies. A sales technology stack can benefit reps by accelerating sales productivity, providing reps with contextual details about customers and automating tedious tasks. While a sales technology stack can be equally beneficial for sales managers, thanks to tools that provide insight into reps’ activities and help make smarter revenue predictions.
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What is Salesforce Call Logging?
Phone call conversations are the most important activity of a sales process. The call conversation is where everything moves forward and most typically where the sale happens. Call logging in Salesforce is a critical component for sales managers to be able to identify the top performing agents and the ones that are most valuable to […]
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What is SIP (Session Initiation Protocol)?
The definition of session initiation protocol is a communications protocol used for controlling communications sessions. Over the past decade, SIP has become a standard protocol in the telecommunications industry for calls over the data network. A typical SIP “session” might include two or more parties engaged in a voice over IP (VoIP) call. SIP sessions could also include video calls, as well as for instant messaging over IP networks.
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What is SIP Trunking?
The definition of SIP trunking is a Voice over Internet Protocol (VoIP) based on session initiated protocol (SIP), which enables internet-based telephony vendors to provide telephone services and unified communications to customers with SIP-based private branch exchange (IP-PBX).
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