SDR / Sales Agent Glossary

TL;DR

83 terms covering the SDR / sales-agent surface: SDR foundations (SDR, BDR, AE, AM, CSM, RevOps, ICP, TAM, ABM, intent data) · sales metrics (MQL, SQL, SAL, opportunity, pipeline, conversion rate, win rate, ACV, sales cycle, CAC, payback period, cost-per-meeting) · engagement primitives (sequence, cadence, touchpoint, channel, reply rate, hyper-personalisation, tone-match, objection handling, social selling, signal-based selling, multi-thread) · outbound research (account research, persona research, trigger event, intent signal, technographic, firmographic, employee-change signal, waterfall enrichment) · agentic AI for SDR (AI SDR, research agent, sequence-writer agent, reply-classifier agent, follow-up agent, meeting-booking agent, BDR-out-of-the-box, conversation intelligence, sequence governance, agent fleet, brand voice, hallucination in sales) · deliverability + compliance (SPF, DKIM, DMARC, sender reputation, warm-up, blocklist, CAN-SPAM, GDPR Art. 6 LIA, CCPA, EU AI Act Art. 50) · vendor + tooling (Outreach, Salesloft, Rhythm, HubSpot Sales, Salesforce Sales Cloud / Agentforce SDR, Apollo, Clay, Lavender, ZoomInfo, Cognism, Gong, Chorus) · lifecycle + qualification (handoff, MEDDIC, MEDDPICC, MEDDICC, BANT, NEAT, Champion, ROI build).

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