B2B Sales Glossary

An Account Development Representative (ADR) is a sales role focused on prospecting, lead qualification, and initial engagement with potential customers. ADRs work closely with sales and marketing teams to identify high-quality leads, nurture relationships, and schedule meetings for account executives. They play a critical role in outbound prospecting efforts, ensuring that sales teams engage with the most promising opportunities.

Appointment setting is a key process in B2B sales where sales representatives or dedicated appointment setters reach out to potential clients to schedule meetings or calls with decision-makers. It serves as a bridge between lead generation and the sales process, ensuring that only qualified prospects enter the sales pipeline. Appointment setting can be done via cold calling, email outreach, LinkedIn engagement, or a combination of channels to maximize success.

Account-Based Selling (ABS) is a sales methodology that focuses on engaging key accounts with personalized sales strategies. It aligns closely with ABM but is more sales-driven, emphasizing tailored interactions with decision-makers and influencers within a target organization.

Account-Based Marketing (ABM) is a strategic approach in B2B sales and marketing that focuses on targeting specific high-value accounts rather than broad lead generation. It aligns sales and marketing efforts to engage decision-makers within key organizations through personalized outreach.