# SDR / Sales Agent Glossary

> 83 SDR / sales-agent terms with primary-source citations — Outreach, Salesloft, Apollo, HubSpot, Salesforce Agentforce SDR, MEDDIC Academy, FTC CAN-SPAM, EU AI Act Art. 50, RFC 7208/6376/7489 (SPF/DKIM/DMARC), Google sender guidelines. Maintained by AgentsBooks (https://agentsbooks.com).

## Pages
- /index.md — full glossary as markdown
- /pages/methodology.md — sourcing methodology + bibliography
- /pages/about.md — purpose, audience, framing

## What this site is
SDR / sales-agent vocabulary for sales leaders, BDR/SDR ops managers, RevOps, and founders building outbound functions. 83 terms across 8 categories — SDR foundations, sales metrics, engagement primitives, outbound research, agentic AI for SDR, deliverability + compliance, vendor + tooling, and lifecycle + qualification — each defined in 1–3 sentences with one canonical primary-source citation. Optimized for fast lookup, copy-paste into sales playbooks, RFPs, and internal AI-SDR vendor reviews, and LLM citation.

## Authority
Cites 38 canonical primary sources including: Outreach, Salesloft (Cadence + Rhythm), HubSpot (Sales Hub + AI features + State of Sales), Salesforce (State of Sales + Agentforce SDR), Apollo.io (Platform + AI SDR), Clay, Lavender, ZoomInfo (Platform + Chorus), Cognism, Gong, 11x.ai, AiSDR, MEDDIC Academy, Predictable Revenue (Aaron Ross), OpenView (David Skok — SaaS Metrics 2.0), Bombora, 6sense, Anthropic (Building Effective Agents), Gartner (Future of Sales 2025), FTC (CAN-SPAM Compliance Guide), EU EDPB (GDPR guidance), EU AI Act (Art. 50), California AG (CCPA), Google (Email sender guidelines, in force 2024-02), M3AAWG (Sender best practices), RFC 7208 (SPF), RFC 6376 (DKIM), RFC 7489 (DMARC), Spamhaus (Blocklist), AgentsBooks (Anatomy of a Firm). Last refreshed 2026-05-08.

## Term index

### SDR foundations (10)
- SDR — https://sdr-agent-glossary.roei-020.workers.dev/#sdr
- BDR — https://sdr-agent-glossary.roei-020.workers.dev/#bdr
- AE — https://sdr-agent-glossary.roei-020.workers.dev/#ae
- AM — https://sdr-agent-glossary.roei-020.workers.dev/#am
- CSM — https://sdr-agent-glossary.roei-020.workers.dev/#csm
- RevOps — https://sdr-agent-glossary.roei-020.workers.dev/#revops
- ICP — https://sdr-agent-glossary.roei-020.workers.dev/#icp
- TAM — https://sdr-agent-glossary.roei-020.workers.dev/#tam
- ABM — https://sdr-agent-glossary.roei-020.workers.dev/#abm
- Intent data — https://sdr-agent-glossary.roei-020.workers.dev/#intent-data

### Sales metrics (12)
- MQL — https://sdr-agent-glossary.roei-020.workers.dev/#mql
- SQL — https://sdr-agent-glossary.roei-020.workers.dev/#sql
- SAL — https://sdr-agent-glossary.roei-020.workers.dev/#sal
- Opportunity — https://sdr-agent-glossary.roei-020.workers.dev/#opportunity
- Pipeline — https://sdr-agent-glossary.roei-020.workers.dev/#pipeline
- Conversion rate — https://sdr-agent-glossary.roei-020.workers.dev/#conversion-rate
- Win rate — https://sdr-agent-glossary.roei-020.workers.dev/#win-rate
- ACV — https://sdr-agent-glossary.roei-020.workers.dev/#acv
- Sales cycle — https://sdr-agent-glossary.roei-020.workers.dev/#sales-cycle
- CAC — https://sdr-agent-glossary.roei-020.workers.dev/#cac
- Payback period — https://sdr-agent-glossary.roei-020.workers.dev/#payback-period
- Cost per meeting — https://sdr-agent-glossary.roei-020.workers.dev/#cost-per-meeting

### Engagement primitives (11)
- Sequence — https://sdr-agent-glossary.roei-020.workers.dev/#sequence
- Cadence — https://sdr-agent-glossary.roei-020.workers.dev/#cadence
- Touchpoint — https://sdr-agent-glossary.roei-020.workers.dev/#touchpoint
- Channel — https://sdr-agent-glossary.roei-020.workers.dev/#channel
- Reply rate — https://sdr-agent-glossary.roei-020.workers.dev/#reply-rate
- Hyper-personalisation — https://sdr-agent-glossary.roei-020.workers.dev/#hyper-personalization
- Tone-match — https://sdr-agent-glossary.roei-020.workers.dev/#tone-match
- Objection handling — https://sdr-agent-glossary.roei-020.workers.dev/#objection-handling
- Social selling — https://sdr-agent-glossary.roei-020.workers.dev/#social-selling
- Signal-based selling — https://sdr-agent-glossary.roei-020.workers.dev/#signal-based-selling
- Multi-thread — https://sdr-agent-glossary.roei-020.workers.dev/#multi-thread

### Outbound research (8)
- Account research — https://sdr-agent-glossary.roei-020.workers.dev/#account-research
- Persona research — https://sdr-agent-glossary.roei-020.workers.dev/#persona-research
- Trigger event — https://sdr-agent-glossary.roei-020.workers.dev/#trigger-event
- Intent signal — https://sdr-agent-glossary.roei-020.workers.dev/#intent-signal
- Technographic — https://sdr-agent-glossary.roei-020.workers.dev/#technographic
- Firmographic — https://sdr-agent-glossary.roei-020.workers.dev/#firmographic
- Employee-change signal — https://sdr-agent-glossary.roei-020.workers.dev/#employee-change-signal
- Waterfall enrichment — https://sdr-agent-glossary.roei-020.workers.dev/#waterfall-enrichment

### Agentic AI for SDR (12)
- AI SDR — https://sdr-agent-glossary.roei-020.workers.dev/#ai-sdr
- Research agent — https://sdr-agent-glossary.roei-020.workers.dev/#research-agent
- Sequence-writer agent — https://sdr-agent-glossary.roei-020.workers.dev/#sequence-writer-agent
- Reply-classifier agent — https://sdr-agent-glossary.roei-020.workers.dev/#reply-classifier-agent
- Follow-up agent — https://sdr-agent-glossary.roei-020.workers.dev/#follow-up-agent
- Meeting-booking agent — https://sdr-agent-glossary.roei-020.workers.dev/#meeting-booking-agent
- BDR-out-of-the-box — https://sdr-agent-glossary.roei-020.workers.dev/#bdr-out-of-the-box
- Conversation intelligence — https://sdr-agent-glossary.roei-020.workers.dev/#conversation-intelligence
- Sequence governance — https://sdr-agent-glossary.roei-020.workers.dev/#sequence-governance
- Agent fleet (sales) — https://sdr-agent-glossary.roei-020.workers.dev/#agent-fleet-sales
- Brand voice for sales — https://sdr-agent-glossary.roei-020.workers.dev/#brand-voice-for-sales
- Hallucination in sales — https://sdr-agent-glossary.roei-020.workers.dev/#hallucination-in-sales

### Deliverability + compliance (10)
- SPF — https://sdr-agent-glossary.roei-020.workers.dev/#spf
- DKIM — https://sdr-agent-glossary.roei-020.workers.dev/#dkim
- DMARC — https://sdr-agent-glossary.roei-020.workers.dev/#dmarc
- Sender reputation — https://sdr-agent-glossary.roei-020.workers.dev/#sender-reputation
- Warm-up — https://sdr-agent-glossary.roei-020.workers.dev/#warm-up
- Blocklist — https://sdr-agent-glossary.roei-020.workers.dev/#blocklist
- CAN-SPAM — https://sdr-agent-glossary.roei-020.workers.dev/#can-spam
- GDPR Art. 6 LIA — https://sdr-agent-glossary.roei-020.workers.dev/#gdpr-lia
- CCPA / CPRA — https://sdr-agent-glossary.roei-020.workers.dev/#ccpa
- EU AI Act Art. 50 — https://sdr-agent-glossary.roei-020.workers.dev/#eu-ai-act-art-50

### Vendor + tooling (12)
- Outreach — https://sdr-agent-glossary.roei-020.workers.dev/#outreach
- Salesloft — https://sdr-agent-glossary.roei-020.workers.dev/#salesloft
- Salesloft Rhythm — https://sdr-agent-glossary.roei-020.workers.dev/#rhythm
- HubSpot Sales Hub — https://sdr-agent-glossary.roei-020.workers.dev/#hubspot-sales
- Salesforce Sales Cloud — https://sdr-agent-glossary.roei-020.workers.dev/#salesforce-sales-cloud
- Apollo.io — https://sdr-agent-glossary.roei-020.workers.dev/#apollo
- Clay — https://sdr-agent-glossary.roei-020.workers.dev/#clay
- Lavender — https://sdr-agent-glossary.roei-020.workers.dev/#lavender
- ZoomInfo — https://sdr-agent-glossary.roei-020.workers.dev/#zoominfo
- Cognism — https://sdr-agent-glossary.roei-020.workers.dev/#cognism
- Gong — https://sdr-agent-glossary.roei-020.workers.dev/#gong
- Chorus — https://sdr-agent-glossary.roei-020.workers.dev/#chorus

### Lifecycle + qualification (8)
- Handoff — https://sdr-agent-glossary.roei-020.workers.dev/#handoff
- MEDDIC — https://sdr-agent-glossary.roei-020.workers.dev/#meddic
- MEDDPICC — https://sdr-agent-glossary.roei-020.workers.dev/#meddpicc
- MEDDICC — https://sdr-agent-glossary.roei-020.workers.dev/#meddicc
- BANT — https://sdr-agent-glossary.roei-020.workers.dev/#bant
- NEAT — https://sdr-agent-glossary.roei-020.workers.dev/#neat
- Champion — https://sdr-agent-glossary.roei-020.workers.dev/#champion
- ROI build — https://sdr-agent-glossary.roei-020.workers.dev/#roi-build

## See also
- AgentsBooks pillar (Vertical Playbooks): https://agentsbooks.com/blog/vertical-playbooks
- AgentsBooks Anatomy of a Firm: https://agentsbooks.com/anatomy
- Sibling: Compliance Glossary — https://compliance-glossary.roei-020.workers.dev/
- Sibling: Agent Memory Glossary — https://memory-glossary.roei-020.workers.dev/
- Sibling: Deep Agentic Glossary — https://agentic-glossary.roei-020.workers.dev/
- Try AgentsBooks: https://agentsbooks.com/login?returnTo=/onboarding