This glossary defines the technologies and tools that modern sales teams rely on. Use it to evaluate your current sales stack, identify gaps, and align your team on what each tool is for.
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Auto-Dialer: A system that dials multiple phone numbers automatically and connects answered calls to available reps.
Business Intelligence (BI) Tool: Software that analyzes data and presents insights through reports and dashboards for better decision-making.
Call Recording: Technology that records sales calls for quality assurance, training, and analysis.
Chatbot: Automated chat software that can answer basic questions, capture lead info, and route inquiries.
Configure-Price-Quote (CPQ) System: Software that helps reps configure complex products, calculate pricing, and generate accurate quotes.
Conversation Intelligence: AI-powered tools that analyze call recordings or live conversations to identify patterns, keywords, and coaching opportunities.
Customer Relationship Management (CRM) System: Software used to store and manage customer and prospect data, track interactions, and support sales workflows.
Data Enrichment: The process of adding missing or updated information to contact and account records from external sources.
Demo Automation Platform: Tools that allow reps to deliver interactive or guided product demos without needing full live environments.
Dialer: Software or hardware that automates phone dialing to help reps make outbound calls more efficiently.
E-Signature Platform: A tool that enables secure, legally binding electronic signing of contracts and documents.
Field Sales App: Mobile applications designed for reps who sell in person, providing access to CRM, content, and tools on the go.
Forecasting Tool: Software that aggregates pipeline and historical data to project future sales results.
Integration Platform as a Service (iPaaS): Technology that connects different systems and tools, enabling data to flow between CRM, marketing, finance, and other platforms.
Intent Data Platform: Technology that identifies which companies may be in-market based on online behavior and research signals.
Knowledge Base: A centralized repository of information, FAQs, and resources that sales and support teams can reference.
Lead Routing: Automated assignment of new leads to specific reps based on rules like territory, industry, or rotation.
Lead Scoring: A system that assigns points to leads based on fit and behavior to prioritize follow-up.
Learning Management System (LMS): Software used to deliver, track, and manage training content for sales teams.
Live Chat: Real-time website messaging that connects visitors with sales or support teams.
Pipeline Management Tool: A system, often within or on top of a CRM, that helps reps and managers visualize and manage opportunities by stage.
Proposal Software: Tools that help reps create, send, and track proposals and quotes.
Quote-to-Cash Platform: Integrated tools that automate the entire process from quote creation through contract, billing, and collections.
Revenue Operations (RevOps) Platform: Tools that unify data, processes, and reporting across sales, marketing, and customer success.
Sales Analytics: Tools and processes used to understand sales performance, trends, and opportunities through data.
Sales Content Management: Systems that store, organize, and surface sales collateral like decks, one-pagers, and case studies.
Sales Engagement Platform: A tool that helps reps automate and manage multi-channel outreach sequences across email, phone, and social.
Sales Gamification Tool: Software that uses points, badges, leaderboards, and contests to motivate and engage reps.
Sales Navigator (or Similar Prospecting Tool): Advanced search and prospecting tools, often integrated with social networks, used to identify and research potential buyers.
Scheduling Tool: Software that lets prospects and customers book meetings directly on a rep’s calendar without back-and-forth emails.
Sequencing Tool: Software that allows reps to design and run predefined outreach sequences over time.
Territory Management Tool: Software that helps define, visualize, and adjust territories and account assignments.
Video Conferencing Platform: Tools that enable virtual face-to-face meetings with prospects and customers.
Sales Hiring & Recruiting Glossary – https://salesfolks.com/post/sales-hiring-glossary
Sales Compensation & Metrics Glossary – https://salesfolks.com/post/sales-compensation-metrics-glossary
Sales Process & Performance Glossary – https://salesfolks.com/post/sales-process-performance-glossary
Glossary of Sales Roles – https://salesfolks.com/post/glossary-of-sales-roles-job-descriptions