Outbound sales glossary
The outbound sales glossary explains 30 terms in plain words.
Each page gives a one or two sentence definition, the formula or the parts, a worked example with invented numbers and the mistakes teams make. The terms cover targeting, lists and qualification, outreach, deliverability and pipeline measures.
One campaign, five groups of terms
- Step 1Targeting6 terms
- Step 2Lists and qualification7 terms
- Step 3Outreach6 terms
- Step 4Deliverability6 terms
- Step 5Pipeline measures5 terms
Step 1: targeting, 6 terms
These terms describe who you target.
Who you go after decides everything that follows, so these terms come first.
Step 2: lists and qualification, 7 terms
These terms cover building a list and qualifying leads.
A list turns a target market into named people, and qualification sorts the replies worth a call.
Step 3: outreach, 6 terms
These terms cover writing and sending outreach.
These are the words for the message itself, the order of touches and the people who send them.
Step 4: deliverability, 6 terms
These terms keep your email in the inbox.
An email nobody receives cannot get a reply, so these terms sit under every campaign.
Step 5: pipeline measures, 5 terms
These terms measure what outbound produces.
Each measure is a simple division, and each page works one through with invented numbers.
Here is every formula in the glossary on one card.
Each formula is one line of simple arithmetic. Its own page works one example through.
- Total addressable market
- Companies that fit × Yearly revenue per customer
- Lead scoring
- Fit points + Behavior points
- Bounce rate
- Bounced emails ÷ Emails sent × 100
- Open rate
- Emails opened ÷ Emails delivered × 100
- Reply rate
- Replies ÷ Emails delivered × 100
- Meeting booked rate
- Meetings booked ÷ Replies × 100
- Cost per meeting
- Total outbound cost ÷ Meetings held
- Pipeline coverage
- Open pipeline value ÷ Sales target
These pages show the terms at work.
Read how Prymatica's cold email process works to see sourcing, sending and optimization in order, browse the cold email and lead generation blog for full guides, or compare lead generation agencies with Prymatica.
Questions
People ask these questions about outbound sales terms.
What is an outbound sales glossary?
It is a list of the terms used in outbound lead generation, each explained in plain words. This one covers 30 terms across targeting, lists and qualification, outreach, deliverability and pipeline measures.
Which outbound terms should I learn first?
Start with ideal customer profile, list building, cold email, sender reputation and reply rate. They follow the order a campaign runs: who you target, who is on the list, what you send, whether it lands and what comes back.
How are the measures in this glossary calculated?
Each one is a simple division. Reply rate is replies divided by emails delivered, times 100. Cost per meeting is total outbound cost divided by meetings held. Each measure's page works one example through, step by step.
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