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The B2B cold calling glossary

25 terms every rep runs into on the phone, explained without the jargon. So your whole team speaks the same language, from first dial to booked meeting.

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Account executive (AE)
The rep in charge of turning opportunities into closed deals. The AE picks up meetings qualified by SDRs or BDRs, runs demos and negotiates through to signature.See the solution for account executives
AI call summary
A recap generated automatically from a call transcript: key points, stated needs, next steps. The rep stays in the conversation instead of taking notes.Discover AI call summaries
BDR (Business Development Representative)
A rep who generates new opportunities through outbound prospecting: cold calls, emails, social selling. BDRs target accounts that don't know the company yet and hand meetings off to an account executive.See the solution for SDRs and BDRs
Call disposition
The label given to a call's result once it ends: meeting booked, call back, not interested, wrong number. Synced to the CRM, it triggers the next step and feeds reporting.Discover the Flunter power dialer
Call script
A framework that guides the rep through the call: opener, discovery questions, objection handling, close. A good script is a guide, not lines to recite.Read the call script article
Call transcript
A word-for-word written version of a recorded conversation. It lets you revisit an exchange, coach your team and generate an automatic summary.Discover call recording and transcription
Click-to-call
A feature that places a call with a single click on a number, in the CRM or the browser. It removes the typing, but the rep still moves from call to call by hand.Compare parallel, power and predictive dialers
Cold call
A call to a prospect who has never been in touch with your company. It's the toughest drill in prospecting: pickup rates tend to be low and every second of the opener counts.Read the cold calling guide
Connect rate (pickup rate)
The share of dialed calls that a person actually answers. It's the go-to indicator of your list quality and calling windows.Read the pickup rate guide
Contact rate
The share of contacts on a list where you actually get the right person into a real conversation. It accounts for wrong numbers, gatekeepers and people who never pick up, and measures a campaign's real efficiency.Read the contact rate guide
CRM
Customer relationship management software that centralizes contacts, companies, interactions and deals. Connected to a dialer, it automatically logs calls, notes and outcomes with no double entry.See CRM integrations
Lead
A contact who has shown interest or matches your target profile, but whose potential hasn't been verified yet. A lead becomes an opportunity once qualified.
Local presence
Calling from a number with an area code close to the prospect's. A local or mobile number feels more trustworthy than an unfamiliar one and helps protect your pickup rate.
Objection
A pushback the prospect raises during the call: no time, no budget, already have a tool. Preparing answers to recurring objections keeps the conversation natural.Read the call script article
Outbound call
A call your team places to a prospect or customer, as opposed to an inbound call it receives. Phone prospecting runs on outbound calls, which dialers automate.Read the B2B prospecting guide
Parallel dialer
Software that dials several numbers at once for a single rep and connects them to the first person who answers. With Flunter, up to five simultaneous calls.Read the parallel dialer guide
Pipeline
All open sales opportunities, organized by stage of the sales cycle. An up-to-date pipeline lets you forecast revenue and see where to focus effort.Read the B2B prospecting guide
Power dialer
Software that automatically dials the numbers on a list, one at a time, and moves to the next as soon as a call ends. The contact record appears before every call.Read the power dialer guide
Predictive dialer
A call-center system where an algorithm places calls by predicting when agents will be free. When it guesses wrong, the prospect may answer with no agent available, known as an abandoned call, a practice regulated in some countries.Compare parallel, power and predictive dialers
Preview dialer
A dialing mode where the rep reviews the contact record, then decides when to place the call. It offers the most prep time, at the cost of a slower pace.Compare parallel, power and predictive dialers
Prospect
A person or company that fits your target and that you're working to turn into a customer. They remain a prospect until a business relationship is underway.
Qualification (BANT)
The step that checks whether a lead is worth pursuing. The BANT framework reviews Budget, Authority, Need and Timeline.
Sales cadence
A planned series of touchpoints with a prospect over a set period: calls, emails, messages. A cadence defines how many attempts, in what order and how far apart.Read the B2B prospecting guide
SDR (Sales Development Representative)
A rep who qualifies leads and books meetings for account executives. Depending on the company, SDRs work inbound leads, outbound lists, or both.See the solution for SDRs and BDRs
Voicemail detection
Technology that recognizes when a call reaches an answering machine rather than a person. In a parallel dialer, it keeps the rep from being connected to voicemails.Discover Flunter voicemail detection

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