Glossary
Sales and outreach glossary
A glossary of 25 terms used in AI sales and outbound, from lead scoring to the Model Context Protocol. Each entry gives a short definition, a formula or worked example where one exists, and how Sellinger handles the term, with a real setting or number.
Published by Sellinger AI. Numbers and settings checked on 19 October 2026 against the fact register. Report an error.
AI and automation
| Term | In one line |
|---|---|
| AI sales agent | Software that prospects, follows up, answers and books. |
| Agentic CRM | A CRM where AI agents act on the records. |
| AI CRM | Customer software with AI for capture, ranking and next steps. |
| Model Context Protocol (MCP) | The open standard that lets assistants use your tools. |
| Sales automation | Software for repeatable sales tasks, and what to keep manual. |
| LinkedIn automation | Tools that act on LinkedIn, with the platform's rules. |
Leads and data
| Term | In one line |
|---|---|
| Lead generation | Ways to find people who may buy. |
| Lead enrichment | Filling missing email, phone and company fields. |
| Intent data | Activity that points to a need, ranked by strength. |
| Buying signals | Single events such as hiring or funding. |
| Lead scoring | A number for fit and engagement. |
| Lead qualification | The decision to pass a lead to a person. |
| ICP (ideal customer profile) | The company and role you most want. |
Outreach and channels
| Term | In one line |
|---|---|
| Cold outreach | First contact with people who do not know you. |
| Cold email | First emails, limits and warm up. |
| LinkedIn outreach | Invitations, messages and follow ups on LinkedIn. |
| LinkedIn InMail | A message to someone you are not connected to. |
| Open Profile | A Premium setting that makes an InMail free. |
| Multichannel outreach | One sequence across several channels. |
| Social selling | Selling through social networks as a person. |
| Sales prospecting | Finding and first contacting fitting buyers. |
Strategy and metrics
| Term | In one line |
|---|---|
| Speed to lead | Minutes from request to first reply. |
| Reply rate | People who answered, divided by people messaged. |
| Connection acceptance rate | Accepted LinkedIn invitations over sent. |
| Outbound sales | Selling where the seller starts the talk. |
| Go to market strategy | The plan for reaching first buyers. |
Agencies
| Term | In one line |
|---|---|
| White label sales software | A platform sold under your own brand. |
More terms
| Page | In one line |
|---|---|
| What is an email sequence? | An email sequence is a planned series of emails sent to one contact over days or weeks, usually a first email and several follow ups. |
| What is a LinkedIn connection request? | A LinkedIn connection request is an invitation to join another member's network. |
| What is the LinkedIn connection request limit? | The LinkedIn connection request limit is the cap on how many invitations an account can send in a day or a week. |
| What is LinkedIn Sales Navigator? | LinkedIn Sales Navigator is LinkedIn's paid subscription for sales prospecting. |
| What is LinkedIn jail, and what is a restricted account? | LinkedIn jail is the informal name for a restriction on a LinkedIn account. |
| What is the difference between an SDR and a BDR? | An SDR (sales development rep) qualifies leads, often ones that came in on their own, and passes them to a seller. |
| What is an MCP server? | An MCP server is a program that exposes a tool's data and actions to an AI assistant through the Model Context Protocol. |
| What is email deliverability? | Email deliverability is the share of your emails that reach a person's inbox rather than the spam folder or a bounce. |
| What is Instagram automation? | Instagram automation is software that handles Instagram conversations for you: replying to direct messages, answering comments and story mentions, and in some tools sending first messages. |
| What is a B2B lead? | A B2B lead is a person at another company who might buy from you, together with what you know about them: name, role, company and a way to reach them. |
| What is CRM automation? | CRM automation is software that does routine CRM work for you: it logs conversations, updates fields, moves a lead to the next stage and schedules follow ups. |
| What are hiring signals? | Hiring signals are signs that a company is recruiting, such as new job posts, a hiring manager's announcement or a wave of openings in one team. |
| What are funding signals? | A funding signal is news that a company has raised money. |
| What are Facebook lead ads? | Facebook lead ads are adverts that open a form inside Facebook or Instagram, pre filled with the person's details. |
| What is a Facebook Messenger bot? | A Facebook Messenger bot is software that answers messages sent to a Facebook Page. |
| What is email warm up? | Email warm up is the practice of raising the number of emails a new mailbox sends a little each day, so that Gmail, Outlook and other providers learn that the sender is real. |
| What is a white label agency? | A white label agency sells a service that another company builds, under its own name and branding. |
| What is an AI sales assistant? | An AI sales assistant is software that helps a salesperson on request: it summarises a pipeline, drafts a message, finds leads or updates a record when asked. |
| What is lead management? | Lead management is the process of capturing leads, deciding which are worth pursuing, assigning them, following up and recording what happens until they become customers or drop out. |
| What is a sales pipeline? | A sales pipeline is the view of every opportunity by stage, from first contact to won or lost. |
| What is appointment setting? | Appointment setting is the job of getting a qualified prospect to agree to a meeting with a seller, and putting it in the calendar. |
| What is a sales API? | A sales API is an interface that lets your own software talk to a sales platform: create leads, read their status and conversations, update records and receive events when something happens. |
| What is a cold email template? | A cold email template is a reusable first email that you adapt for each recipient. |
| What is an AI knowledge base for sales agents? | An AI knowledge base for sales agents is the collection of documents, pages and notes that an agent reads and searches to answer questions accurately. |
| What is an AI agent, in business terms? | An AI agent is software that is given a goal and works toward it by itself. |
| What is objection handling? | Objection handling is how a seller responds when a prospect pushes back: too expensive, not now, we already have someone. |
| What is email open rate? | Email open rate is the share of sent emails recorded as opened. |
| What is conversation intelligence? | Conversation intelligence is software that analyses sales conversations to show what is said, how people react and what leads to meetings. |
| What is lead segmentation? | Lead segmentation is splitting your leads into groups that share something, such as industry, role, company size, region or behavior, so each group can get a message that fits. |
Common questions
How are the terms chosen?
They are words that buyers, founders and sales teams search for when they plan outreach, and that Sellinger has a real feature or number for.
Are the examples real data?
Numbers labelled as examples are made up for illustration. Numbers about Sellinger come from its own workspace or product code and link to their source.
Does the glossary say Sellinger does everything?
No. Where Sellinger does not cover a term, such as positioning or pricing strategy, the entry says so.
Sources and method
Each entry carries its own sources line. Product behavior was read from the Sellinger product code on 19 October 2026.
Related: Sellinger products, Comparisons, Playbooks, Use cases.
