Glossary
Glossary of B2B acquisition and LinkedIn prospecting terms
What the terms you come across every day in B2B sales and on LinkedIn mean. Brief, clear and with links to practical articles.
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B2B acquisition
B2B acquisition is winning new business customers, from selecting target companies through first contact to a sales meeting.
Read definitionBoolean search
Boolean search is a way of combining keywords in LinkedIn or Sales Navigator using the operators AND, OR and NOT and quotation marks.
Read definitionBuying signal
A buying signal is an activity suggesting that a contact is dealing with a topic related to your offer: a post, a comment, a profile visit, a change of position or hiring at their company.
Read definitionC
Cold outreach
Cold outreach is approaching someone you have no previous relationship with, by email, a LinkedIn message or phone.
Read definitionCRM
CRM (Customer Relationship Management) is a system for managing sales opportunities, contacts and activities, for example Pipedrive, HubSpot or Salesforce.
Read definitionCTM (Convert to Meeting)
CTM is the share of conversations or contacted people that end in a booked meeting.
Read definitionD
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Persona
A persona is a description of a specific person in a company who makes or influences the purchasing decision: position, responsibilities, goals and concerns.
Read definitionPipeline
A pipeline is an overview of all open sales opportunities, broken down by stage, from the first meeting to signing.
Read definitionPitch slapping
Pitch slapping is sending a sales offer right after connecting or in the first message, without any relationship or context.
Read definitionProspecting
Prospecting is finding potential customers and approaching them for the first time: selecting companies and people, verifying that they fit your ICP and starting a conversation.
Read definitionR
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Sales Navigator
LinkedIn Sales Navigator is LinkedIn's paid tool for salespeople.
Read definitionSocial selling
Social selling is selling by building relationships and credibility on social networks, mainly on LinkedIn.
Read definitionSSI (Social Selling Index)
SSI is a LinkedIn score from 0 to 100 that rates your activity in four areas: personal brand, targeting the right people, engaging with content and building relationships.
Read definitionW
Warm outreach
Warm outreach is approaching someone who already knows you in some way: they have reacted to your content, they are in your network, you have a mutual acquaintance or you have met at an event.
Read definitionWin rate
Win rate is the share of deals won out of all sales opportunities or meetings.
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