Clear definitions for MSP prospecting, written without jargon. Find what terms mean and how they apply to managed services sales.
Marketing strategy that focuses resources on specific target accounts.
Application-to-Person 10-Digit Long Code — registered business SMS numbers.
Equipment that can dial numbers automatically — triggers TCPA consent requirements.
Percentage of emails that fail to deliver to recipients' inboxes.
Signals indicating a company is actively researching solutions.
A semi-fictional representation of your ideal buyer based on real data.
Using AND, OR, NOT operators to refine LinkedIn searches with precision.
Final email in a sequence that signals closing the loop and creates urgency.
Budget, Authority, Need, Timeline — classic qualification framework.
Final email in sequence signaling end of outreach attempt.
Unsolicited outreach to prospects with no prior relationship.
Adding data to contact records from external sources.
Software for managing customer and prospect interactions.
LinkedIn's equivalent of a friend request, limited to 300 characters for any included note.
LinkedIn profile setting that optimizes for content creation and growing followers.
Percentage of calls that reach a live person instead of voicemail.
Percentage of prospects who take desired action (e.g., book meeting) from a sequence.
An internal advocate who supports your solution within the prospect's organization.
Percentage of opportunities that convert to customers.
A live conversation with a prospect (not voicemail).
Percentage of dials that result in live conversations.
Scheduled time dedicated to making calls without interruption.
Percentage of voicemails that result in returned calls.
US law governing commercial email — the Controlling the Assault of Non-Solicited Pornography and Marketing Act.
Canada's strict anti-spam law requiring express or implied consent for commercial messages.
California privacy law giving residents rights over their personal data.
CASL term for any electronic message promoting commercial activity.
Amendment to CCPA that expanded consumer rights and ended the B2B exemption.
Cellular Telecommunications Industry Association — sets SMS messaging guidelines.
The rate at which contact and company data becomes outdated.
The person with authority to approve a purchase.
The ability of emails to reach recipients' inboxes.
A phone number that reaches someone directly without a receptionist.
LinkedIn carousel-style post using PDF upload for multi-page swipeable content.
First substantive conversation with a prospect to understand their situation, needs, and fit.
The decision to stop pursuing a prospect who isn't a good fit.
The factors a prospect uses to evaluate and choose between solutions.
A call attempt, whether answered or not.
Registry or list of phone numbers that have opted out of telemarketing calls.
Confirming that an email address is valid and deliverable.
See Contact Enrichment.
Percentage of people who interact with LinkedIn content relative to those who see it.
The person with authority and budget to make the purchasing decision.
Prior relationship that may provide consent exemption under certain laws.
Active opt-in where a person takes positive action to agree.
Descriptive attributes of companies, like demographics for businesses.
A numeric rating of how well a prospect matches your ICP.
US agency that enforces TCPA and regulates telecommunications.
US agency that enforces CAN-SPAM and the Telemarketing Sales Rule.
Someone who controls access to decision makers.
Positive signal indicating a prospect is likely a good fit and ready to buy.
EU data protection law that applies to personal data of EU residents.
A detailed description of the companies best suited for your services.
See Buyer Intent.
A numeric measure of buying intent based on behavioral signals.
Premium LinkedIn messaging to users outside your network, available with Sales Navigator.
UK's data protection authority that enforces GDPR and PECR.
Notification when a contact changes companies or roles.
A person or company that might become a customer.
Ranking leads by likelihood to convert based on defined criteria.
New prospects that share characteristics with your best customers.
AI-suggested prospects in Sales Navigator based on your activity and saved preferences.
Listen, Acknowledge, Explore, Respond — objection handling method.
GDPR legal basis allowing data processing when there's a genuine business reason.
Required GDPR documentation proving legitimate interest is valid for your processing.
Insights about market conditions, competitors, and trends.
A lead deemed ready for sales follow-up based on marketing criteria.
Using 3+ channels (email, phone, LinkedIn, etc.) in coordinated outreach to maximize response rates.
Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion — complex sale framework.
Percentage of connects that result in booked meetings.
Proactive outreach to prospects rather than waiting for inbound inquiries.
LinkedIn signal indicating a user is actively job hunting, visible to recruiters or publicly.
Required method for recipients to unsubscribe from communications.
Customizing outreach based on recipient-specific information.
A potential customer who matches your ICP and is being pursued.
See Sales Intelligence.
Metric showing who has viewed your LinkedIn profile, a potential indicator of interest.
Switching tactics to break through prospect's routine filtering of sales outreach.
A specific problem or challenge the prospect is experiencing.
Focused 60-minute calling session with no interruptions.
Opening that asks for permission to continue before pitching.
UK regulations governing electronic marketing alongside GDPR.
Highest consent standard — documented written agreement required for SMS marketing.
Process of determining if a prospect has budget, authority, need, and timeline to buy.
Warning signal indicating a prospect may not be a good fit or could become problematic.
Data and insights that help identify, qualify, and engage prospects.
The portion of TAM you can realistically serve.
A contact's position in the organizational hierarchy.
The realistic portion of SAM you can capture.
A lead verified as ready for direct sales engagement.
LinkedIn's paid prospecting tool with advanced search, lead tracking, and InMail credits.
LinkedIn's score measuring your sales effectiveness on the platform, 0-100 scale.
A stored search query in Sales Navigator that updates automatically with new matching profiles.
A structured sequence of outreach activities across multiple channels over a set time period.
A lead that meets qualification criteria and is ready for sales engagement.
Sex, Hate, Alcohol, Firearms, Tobacco — prohibited SMS content categories.
The total revenue opportunity if you captured 100% of the market.
Data about what technology a company uses.
An event that creates urgency or opens a buying window.
Sales Navigator feature showing warm introduction paths through colleagues' networks.
A single outreach attempt — email, call, LinkedIn message, etc.
Time between individual outreach touches — typically 2-3 days.
Signal indicating good timing for outreach — job change, funding, tech stack change, etc.
The proportion of time you spend talking vs listening on a sales call.
US law governing phone calls and text messages to consumers.
Central database for registering A2P SMS campaigns with carriers.
FTC regulation governing telemarketing practices and DNC compliance.
An email address confirmed to be valid and deliverable.
Pre-recorded voicemail left automatically by dialer software.
Initial touches designed to build familiarity before making a direct ask.
Percentage of deals won vs total deals pursued.