Sales Lexicon
B2B Sales Essentials Glossary
Five essential terms every revenue team should align on—linked to full definitions for frictionless internal enablement and buyer education.
- ABX Marketing (Account-Based Experience)
- ABX marketing (account-based experience): definition, ABM vs ABX, why it matters, a simple 5-step ABX framework, metrics, and examples for running ABX in B2B.
- Full definition →
- Account Selection (ABM/ABX)
- Account selection (ABM/ABX) is choosing which target accounts to prioritize based on fit (ICP) and timing (intent). Includes a scoring model, workflow, metrics, and FAQs.
- Full definition →
- Automated lead follow-up system
- An automated lead follow-up system responds fast, qualifies, routes, and follows up reliably until there’s a clear outcome. Includes a 5-part framework, metrics, sequences, and FAQs.
- Full definition →
- Inbound SDR vs Outbound SDR
- Inbound SDR vs outbound SDR: definitions, workflows, and KPIs — plus where AI SDRs fit across inbound and outbound motions in modern B2B pipeline generation.
- Full definition →
- Pipeline Generation: A Plain-English Guide for B2B Sales Teams
- Pipeline generation is the work of creating qualified sales opportunities (pipeline), not just capturing leads. Plain-English definition, lead gen vs pipeline, 2026 strategies, metrics, and examples.
- Full definition →