Knowledge base
Sequences, cadences, and multi-channel outreach.
Social selling is using social and messaging channels to research prospects, build relationships, and turn conversations into pipeline.
Reply rate is the percentage of outreach messages that receive a response. Here is how to calculate it, what counts as good, and how to improve it.
Sales engagement is the coordinated practice of reaching prospects across channels and managing every reply in one place. Here is the plain definition.
A BDR (Business Development Representative) creates new pipeline through outbound prospecting. Here is the definition, the role, and BDR vs SDR.
An SDR (sales development representative) finds prospects, runs outreach, qualifies interest, and books meetings for account executives to close.
A sales sequence is an ordered set of outreach steps, each on a channel and spaced over time, that you run for every prospect. Here is the definition and how to build one.
A sales cadence is a structured, multi-channel sequence of outreach touchpoints over a set timeframe. Here is the definition, the structure, and how to run one.
Prospecting is the process of identifying potential customers and reaching out to start sales conversations that can turn into pipeline.
Outbound sales is the practice of proactively reaching out to prospects who have not yet expressed interest, across email, LinkedIn, and other channels.
A buyer persona is a research-based profile of your ideal customer. Here is the definition, what it includes, and how to build and use one.
Pipeline velocity measures how fast qualified opportunities move through your sales pipeline and convert to revenue. Here is the formula and how to improve it.
A sales pipeline is a visual view of every active deal and its stage, from first contact to closed won. Here is the definition, stages, and metrics.
Meeting booked rate is the percentage of contacted prospects who schedule a meeting. Here is the formula, current benchmarks, and how to lift it.
