Sales Development

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Weighted Sales Pipeline

A weighted sales pipeline is a forecasting method that assigns a probability to each deal based on its stage, then multiplies that probability by the deal value to estimate expected revenue. In B2B sales development, it converts raw opportunity volume into a realistic, probability-adjusted view of future revenue so SDR, AE, and RevOps teams can plan outreach, quota coverage, and capacity more accurately.

VP of Product Marketing

A VP of Product Marketing is the senior leader who owns go-to-market strategy, positioning, and sales enablement for a company’s products, with a direct mandate to drive pipeline and revenue. In B2B sales development, they align product, marketing, and SDR/AE teams around clear ICPs, messaging, and campaigns so every outbound touch, from cold email to discovery call, moves buying groups toward a decision.

Sales Trigger Event

A sales trigger event is a specific change in a prospect’s company or behavior that signals potential buying intent, such as a funding round, leadership hire, technology change, or rapid product usage growth. In B2B sales development, SDRs use these events to time outreach, prioritize accounts, and craft highly relevant messages that directly connect to the prospect’s current priorities and challenges.

Sales Stage

Sales stage is a defined step in your B2B sales development and opportunity pipeline, such as Prospecting, Qualified Meeting Scheduled, Proposal, or Closed-Won/Lost. Each stage groups opportunities or accounts by where they are in the buying journey so SDRs, AEs, and revenue leaders can prioritize work, measure conversion rates, and systematically move deals forward.

Sales Quota

A sales quota is the specific, time-bound target assigned to a sales rep or team, such as meetings booked, qualified opportunities created, or revenue closed, that aligns with the company’s overall revenue plan. In B2B sales development, quotas commonly focus on SDR activities and outcomes (calls, emails, meetings set) to ensure a predictable pipeline for account executives and future revenue growth.

Sales Process

A sales process is a defined, repeatable set of steps a team follows to move a prospect from first contact to a closed sale, used by any sales organization. In B2B sales development, it guides SDRs and AEs from targeting and prospecting through qualification, discovery, and close. By standardizing how leads are handled, how opportunities move through the pipeline, and how handoffs occur, teams can scale outbound efforts, forecast accurately, and improve performance over time.

Sales Pipeline Coverage

Sales pipeline coverage is a B2B sales metric that compares the total value of opportunities in your pipeline to a specific revenue target or quota, usually adjusted for your historical win rate and time period. In sales development, it tells leaders whether SDR and outbound efforts are generating enough qualified opportunities, at the right stages, to give account executives a realistic chance to hit their numbers consistently.

Sales Performance Management

Sales Performance Management (SPM) is the discipline and technology stack used to plan, measure, coach, and continuously improve sales results across a B2B sales organization. In sales development teams, SPM aligns targets, territories, incentives, workflows, and analytics so SDRs and AEs focus on the right accounts, activities, and behaviors that reliably move pipeline and quota attainment.

Sales Methodology

Sales methodology is the structured, repeatable approach that guides how your SDRs and AEs prospect, qualify, and advance B2B deals, from the questions they ask to how they handle objections and next steps. It turns your sales process into a consistent playbook so every rep executes the same high-probability behaviors across cold calling, email outreach, and multi-touch sequences.

Sales Development Representative (SDR)

A Sales Development Representative (SDR) is a specialized B2B sales role focused on outbound and inbound prospecting, qualifying leads, and booking meetings for account executives. SDRs research target accounts, execute multi-channel outreach (email, cold calling, social), and are measured on pipeline-generating activities rather than closing deals, making them critical to scalable, predictable revenue growth.

Sales Deck

A sales deck is a structured slide presentation used by B2B sales development and account teams to communicate a company’s value proposition, problem-solution fit, and proof points to prospects. In modern outbound and inbound motions, sales decks are tailored to specific industries, personas, and buying stages, helping SDRs, AEs, and executives run clear, compelling conversations across virtual and in-person meetings.

Sales Dashboard

A sales dashboard is a real-time, visual summary of key B2B sales development metrics, such as outbound activities, pipeline stages, conversion rates, and meetings booked, pulled from CRM, sales engagement, and dialer tools into one view. It helps SDR leaders, RevOps, and executives monitor performance, spot risks early, and make faster, data-driven decisions about outbound pipeline generation.

Sales Commission

Sales commission is the variable portion of a salesperson’s pay that is directly tied to revenue-generating activities, such as closed deals, qualified meetings, or pipeline created. In B2B sales development, commissions are usually paid to SDRs and AEs based on metrics like opportunities sourced and quota attainment, aligning individual effort with company growth while keeping compensation performance-based and scalable.

Multi-Channel Prospecting (MCP)

Multi-Channel Prospecting (MCP) is a B2B sales development strategy where SDRs engage target accounts through coordinated outreach across email, phone, LinkedIn, other social platforms, and sometimes SMS or direct mail. By orchestrating data-driven touch patterns across these channels, MCP ensures prospects see consistent, relevant messaging where they prefer to communicate, increasing connect rates, replies, and booked meetings.

Monthly Recurring Revenue (MRR)

Monthly Recurring Revenue (MRR) is the normalized, predictable revenue a B2B company earns each month from subscription or contract-based customers, excluding one-time fees. In sales development, MRR connects SDR activity and outbound pipeline to long-term revenue, giving leaders a reliable baseline for forecasting growth, capacity planning, and evaluating customer acquisition efficiency.

Middle Of The Funnel (MOFU)

Middle Of The Funnel (MOFU) is the stage in the B2B sales development funnel where initially engaged leads are qualified, nurtured, and moved from basic interest to serious evaluation. SDRs and sales teams use targeted outreach, discovery conversations, and tailored content to determine fit, build trust across the buying group, and create sales-ready opportunities that can be handed to AEs for late-stage sales cycles.

Mark-Up

Mark-Up is the difference between the cost of a product or service and its selling price, usually expressed as a percentage, that protects margin after sales, marketing, and delivery costs. In B2B sales development, understanding mark-up helps SDRs and revenue leaders qualify opportunities, frame pricing conversations, and balance discounts with profitability when building scalable, repeatable outbound motions and account strategies.

Lead Qualification

Lead qualification in B2B sales development is the process SDRs use to determine whether a prospect is a good fit, has genuine buying intent, and is worth moving deeper into the sales cycle. It typically relies on agreed criteria and scoring (fit, pain, budget, authority, and timing) so sales teams focus only on opportunities with a realistic chance of closing.

Lead Management

Lead management in B2B sales development is the end-to-end process of capturing, enriching, routing, engaging, and tracking prospects from first touch through qualification and handoff to account executives. It combines data, workflows, and SDR execution to ensure every inbound and outbound lead is contacted quickly, worked systematically, and either progressed, nurtured, or disqualified based on clear criteria.

Field Sales Rep

A Field Sales Rep (also called an outside sales rep) is a B2B salesperson who develops and closes business primarily through in-person interactions at customer sites, events, and in the field. They focus on complex, high-value deals that benefit from face-to-face discovery, demos, and relationship building, often supported by inside sales or SDR teams that generate and qualify meetings for them.

Enterprise Resource Planning (ERP)

Enterprise Resource Planning (ERP) is an integrated software system that centralizes core business processes such as finance, inventory, supply chain, and order management into a single source of truth. In B2B sales development, ERP connects operational data with customer-facing tools like CRM so SDRs, AEs, and RevOps teams can forecast accurately, qualify accounts better, and manage the full quote-to-cash cycle with less friction.

Customer Relationship Management (CRM) Systems

Customer Relationship Management (CRM) systems are software platforms that centralize and organize all interactions with prospects and customers across the B2B sales cycle. In sales development, a CRM is the single source of truth for accounts, contacts, activities, and pipeline, enabling SDRs, AEs, and leaders to coordinate outreach, track performance, and turn raw prospect data into predictable revenue.

CPQ Software

CPQ (Configure, Price, Quote) software is a sales technology that helps B2B teams quickly configure complex products or service packages, calculate pricing based on rules and discounts, and generate accurate quotes or proposals. In B2B sales development, CPQ removes manual spreadsheets from late-stage deals, enabling SDRs and AEs to move qualified opportunities from discovery to proposal faster and with fewer errors.

Commission

Commission is a payment tied to performance, most often a percentage of sales, used to reward employees for results across many roles. In B2B sales development, it is the variable portion of a salesperson's or SDR's compensation, paid when they hit agreed metrics such as qualified meetings booked, pipeline generated, or revenue closed. It sits on top of a fixed base salary and aligns daily prospecting and qualification work with the company's growth goals.