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The ReachIQ Glossary.

30+ outbound sales, deliverability, and AI SDR terms, defined for founders and sales leaders. Plain language. Real numbers. Cross-linked to the product where it matters.

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Category 01 · Roles

People who run outbound.

The job titles every sales leader maps to a hiring plan.

SDRSales Development Representative. Runs outbound prospecting and books meetings for AEs. BDRBusiness Development Representative. Similar to SDR; often differentiates inbound vs outbound. AEAccount Executive. Takes qualified meetings to closed deals. AI SDRAn AI agent performing SDR work. Fully autonomous or augmented. AI BDRAn autonomous AI agent performing BDR work, end-to-end or partially. Managed SDROutsourced SDR service. Provider runs outbound on the customer's behalf.
Category 02 · Sales motion

How meetings get made.

The mechanics of outbound, inbound, and pipeline generation.

Outbound SalesSales motion where the seller initiates contact with the prospect. Inbound SalesSales motion driven by marketing-generated leads who reach out first. Pipeline GenerationThe work of creating new qualified opportunities for the sales team. Appointment SettingBooking qualified meetings between prospects and sales reps. Cold EmailAn outbound email to someone who hasn't opted in, asking for a meeting. Cold CallAn outbound phone call to a prospect who hasn't asked to be contacted. Multi-Channel OutreachOutbound combining email, LinkedIn, phone, and other channels in one sequence. Sales CadenceThe schedule and channel mix of touches an SDR runs against a prospect. Sales SequenceThe automated equivalent of a cadence inside a sales engagement platform. Email PersonalizationTailoring an outbound email to a specific prospect, beyond merge fields. SDR Ramp TimeThe months between hiring an SDR and them hitting full quota productivity.
Category 03 · Qualification & targeting

Who you should be selling to.

The frameworks that separate signal from noise.

ICPIdeal Customer Profile. The data-driven description of the company most likely to buy. BANTBudget, Authority, Need, Timeline. The classic sales qualification framework. MQLMarketing Qualified Lead. A prospect marketing has scored as a likely buyer. SQLSales Qualified Lead. A prospect sales has accepted as worth pursuing.
Category 04 · Data signals

The data that powers targeting.

What you know about a company before the first email goes out.

Firmographic DataThe describing facts of a company: size, industry, revenue, geography. Technographic DataThe tools and software a company uses. Intent DataThird-party signals indicating a company is researching a buying topic.
Category 05 · Email infrastructure

Why your email hits the inbox.

Authentication, reputation, and the DNS records that prove you're real.

Email DeliverabilityThe probability your sent email lands in the inbox versus spam. Sender DomainThe domain in the From: line of outbound emails. Domain WarmupGradually ramping send volume on a new sender domain to build reputation. DKIMDomainKeys Identified Mail. An authentication signature proving sender identity. SPFSender Policy Framework. The DNS record authorizing IPs to send for your domain. DMARCThe policy layered on SPF and DKIM telling receivers what to do with failed-auth mail.

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