If you manage a B2B sales team, you are engaged in some sort of sales outreach. But what exactly is sales outreach? It’s more than just picking up a phone and dialing a number. Sales outreach means engaging with prospects or past customers who have gone cold but may have the potential to become active. This engagement can be done over the phone; via email; personalized, embedded video in email; text messaging; or social media.

Look at the texts on your phone. Do you see a lot of texts from businesses? As I scroll down, I see texts from CVS MinuteClinic confirming a visit (which showed my son had the flu); different software companies sending two-factor authorization verification codes; a car dealership; movie theaters sending along my tickets to see “Underwater” and “Birds of Prey” (both great films); and many more. I don’t even think twice about getting those business to consumer (B2C) texts these days along with texts from friends and family.

SDRs. ABM. AI. SQL. CRM. Confused yet? Marketing and sales acronyms and terms can befuddle the best of us and appear to be their own language. Read on to understand the top B2B sales terms in the sales engagement world. 

Arthur Miller's 1949 play ‘“Death of a Salesman” is about what happens when a salesman, Willy Loman, fails to accept the changes happening within himself and the society around him. A self-centered man who fails to appreciate his wife, he also suffers from an inability to acknowledge his own limited success. The play demonstrates how a person’s self-perpetual denial can impact those around him, and include them. Ultimately, Willy’s tragic end is the failure to realize the American dream (and a really bad case of sales burnout).