B2B Sales Glossary
Clear, practical definitions for the terms that matter in modern B2B sales outreach, cold email, and AI-powered prospecting.
Cold Email
A cold email is an unsolicited email sent to a recipient who has no prior relationship with the sender. In B2B sales, cold email is one of the most effective outbound prospecting channels — used to introduce a product, request a meeting, or start a sales conversation with a potential buyer.
Read definitionSales Engagement Platform
A sales engagement platform (SEP) is software that helps sales teams automate and manage their outreach across multiple communication channels — typically email, phone, LinkedIn, and SMS. SEPs centralize prospect interactions, automate follow-up sequences, and provide analytics to optimize conversion rates.
Read definitionAI SDR
An AI SDR (AI Sales Development Representative) is an artificial intelligence system that performs the core functions of a human SDR: identifying prospects, sending personalized outreach, handling replies, following up, and booking meetings. AI SDRs can operate 24/7 across multiple channels including email, LinkedIn, SMS, and phone.
Read definitionMulti-Channel Outreach
Multi-channel outreach is a sales prospecting strategy where reps engage potential customers across multiple communication channels — typically email, LinkedIn, phone calls, and SMS — in a coordinated, automated sequence. The goal is to increase touchpoints and response rates beyond what any single channel can achieve.
Read definitionEmail Deliverability
Email deliverability refers to the ability of an email to successfully reach the recipient's primary inbox rather than being filtered to spam, promotions, or blocked entirely. In B2B cold email, deliverability is the single most important technical factor — because even the best-written email is worthless if it never reaches the prospect.
Read definitionSales Automation
Sales automation is the use of software, AI, and technology to automate repetitive tasks in the sales process — including prospect research, email outreach, follow-ups, data entry, meeting scheduling, and CRM updates. The goal is to let sales reps focus on high-value activities like building relationships and closing deals.
Read definitionSignal-Led Outreach
Signal-led outreach is a B2B prospecting approach where every message is triggered by a real buying signal or a genuinely strong match, rather than sent on a fixed schedule to a static list. The result is a few relevant conversations with in-market buyers instead of high-volume outreach to people who are not ready.
Read definitionBuying Signal
A buying signal is an observable action or event that suggests a person or company may be in-market for a product or service right now. In B2B outbound, buying signals are used to time outreach so it lands when a prospect is most likely to respond.
Read definitionTAM Index
A TAM index is a complete, indexed map of a company's total addressable market (TAM), not a thin filtered list. Instead of pulling a one-off list, a TAM index holds the whole market so the best accounts can be worked in cold campaigns while the rest stay indexed and watched for buying signals.
Read definitionTAM Radar
A TAM radar is a system that continuously watches a company's total addressable market for buying signals across public channels such as LinkedIn, X, and Reddit. When a real signal appears, the radar triggers outreach, so messages are sent because there is a reason, not because it is a scheduled send day.
Read definitionDone-For-You Outreach
Done-for-you (DFY) outreach is a service model where a provider runs a client's entire outbound program end to end, including data, copy, sending infrastructure, multi-channel sequencing, inbox monitoring, and meeting booking. The client approves targeting and copy, responds to booked leads, and shows up to the calls.
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