B2B Sales Glossary

BANT is a sales qualification framework developed by IBM that helps sales teams assess whether a prospect is a good fit for their product or service. The acronym stands for Budget, Authority, Need, and Timeline. By evaluating these four factors, sales teams can determine the likelihood of closing a deal and prioritize leads accordingly. BANT ensures that sales efforts are focused on prospects who are ready and able to make a purchase decision.

A Sales Contact Platform is a robust and versatile software solution designed to optimize and manage both outbound and inbound communication between sales teams and potential buyers. These platforms combine various tools and functionalities, such as contact databases, automated dialers, email marketing tools, Customer Relationship Management (CRM) systems, and advanced analytics. By integrating these features into a single platform, sales teams can execute high-volume outreach campaigns while maintaining the quality of interactions. Additionally, these platforms support multi-channel communication, enabling teams to engage prospects through email, phone calls, SMS, and even social media. With automation capabilities, lead segmentation tools, and real-time performance tracking, Sales Contact Platforms empower sales representatives to stay organized, productive, and deliver personalized experiences at scale.

An auto dialer is a software-driven system that automatically dials phone numbers from a preloaded list and connects live calls to available agents. These tools are commonly used in outbound sales, customer service, and telemarketing campaigns to enhance efficiency by eliminating the manual dialing process. Auto dialers can detect busy signals, voicemails, and disconnected numbers, ensuring that sales representatives only engage in live conversations. Different types of auto dialers include predictive dialers, power dialers, and preview dialers, each offering varying levels of automation and control. Businesses use auto dialers to increase call volume, improve lead conversion rates, and streamline communication workflows, making them an essential tool for sales and customer outreach operations.

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.