Revenue Growth Glossary

A selling signal is an action or condition that indicates when a sales team should engage a prospect to maximise the chance of conversion.

Buying signals are behaviours or actions that indicate a prospect is ready to purchase or engage with a product or service.

Lead prospecting is the process of identifying and researching potential customers who may be a good fit for a product or service.

Outbound sales is a proactive approach where sales teams initiate contact with prospects to generate and qualify new business opportunities.

An outbound lead is a potential customer identified and contacted by a business through proactive outreach rather than an inbound enquiry.

Outbound marketing is a proactive approach where businesses initiate contact with potential customers through targeted campaigns and direct outreach.

An inbound lead is a potential customer who contacts a business first, showing clear interest in its product or service.

Inbound sales focuses on engaging and converting prospects who initiate contact, using timely responses and relevant interactions to drive revenue.

An account development representative (ADR) grows existing accounts by identifying expansion opportunities and driving early-stage engagement with customers.

An AI BDR uses artificial intelligence to automate outbound prospecting, engage leads, and generate qualified sales opportunities.

AI voice call uses artificial intelligence to run real-time phone conversations, understanding speech and responding naturally without human agents.

AI cold calling uses artificial intelligence to automate outbound calls, qualify leads, and create sales opportunities at scale.

A business development representative (BDR) creates new sales opportunities through outbound prospecting and early-stage customer engagement.

A sales development representative (SDR) identifies, qualifies, and converts leads into sales opportunities for sales teams.

Sales-led growth is a revenue model where companies expand through direct sales engagement.