Sales Stack Glossary

A system that automatically dials phone numbers from a list and connects answered calls to available agents.

Business Development Representative — similar to an SDR but typically focused on outbound prospecting into new accounts.

Customer Relationship Management — software that tracks every interaction with prospects and customers across the entire sales cycle.

The automatic capture and storage of sales call audio for coaching, compliance, and quality assurance purposes.

AI-powered analysis of sales calls that automatically transcribes, summarizes, and extracts insights from conversations.

The practice of calling prospects who have no prior relationship with your company, typically the first touchpoint in outbound sales.

Any software or system that automates the process of making outbound phone calls for sales teams.

The total value and number of active sales opportunities moving through defined stages toward a close.

A calling feature that displays a local area code on the recipient's caller ID, increasing answer rates by 2-4x.

The process of identifying and attracting potential customers who have shown interest in your product or service.

A sales approach where reps proactively reach out to prospects through cold calls, emails, and social touches.

A dialing system that automatically calls the next number in a list the moment the previous call ends, eliminating dead time between calls.

A dialer that calls multiple numbers simultaneously and connects the rep only when a live person answers.

An advanced dialer that uses algorithms to predict when agents will be free and adjusts dialing pace accordingly.

A strategic function that aligns sales, marketing, and customer success operations to drive predictable revenue growth.

A visual representation of where every prospect stands in the buying journey, from first contact to closed deal.

Sales Development Representative — a role focused on prospecting, qualifying leads, and booking meetings for account executives.

The collection of software tools a sales team uses to execute, track, and optimize their selling process.

A feature that automatically drops a pre-recorded voicemail message with one click, saving 30-45 seconds per call.

A call transfer where the transferring party introduces the caller to the recipient before connecting them.