Sales Stack Glossary

Calling prospects to book a sales meeting for someone else, usually an account executive or the founder.

A sales rep who finds and contacts new prospects, usually through outbound calls and emails, to create meetings for the sales team.

Saving the audio of sales calls so they can be reviewed later for coaching, quality checks or a record of what was agreed.

Calling prospects who have no prior relationship with your company, usually to start a conversation and book a meeting.

A written outline of what a caller says on a cold call: the opener, the reason for calling, questions, the ask and answers to common objections.

The share of dials that reach a live person, usually shown as a percentage.

A list of phone numbers that telemarketers must not call, including the US National Do Not Call Registry and each company's own opt-out list.

The person who answers the phone or manages access to a decision-maker, such as a receptionist or executive assistant.

Finding and starting conversations with potential customers who might buy from you.

A sales approach where your team contacts potential buyers first, instead of waiting for them to come to you.

All the open deals a sales team is working on, organized by how close each one is to closing.

A sales rep whose job is to find, contact and qualify prospects, then book meetings for the people who close deals.

Handing a live prospect from one person to another on the same call, with a short introduction so the prospect doesn't have to repeat themselves.