Terms And Abbreviations Everyone uses all kinds of different terms in sales. Here are the main terms I use in this book, and what they mean: Sales Development Representative (or “SDR”): This is a Cold Calling 2.0 or “outbound” sales rep. Ideally they are specialized, just generating outbound leads. They neither close deals nor qualify inbound website leads. Outbound Sales Rep: Another term for an “SDR.” Account Executive (or “AE”): A quotacarrying salesperson, whether they are an inside sales rep or in the field. Market Response Rep (or “MRR”): An inside salesperson who only qualifies leads coming in from a website. Sales Force Automation (or “SFA”): Software or internet-based services that sales teams use to manage all of their contacts and accounts, automate sales processes, and report on sales results. Customer Relationship Management (or “CRM”): Software-or internet- based services that typically include Sales Force Automation functions plus features for marketing and customer service, so that all of the main ways a company interacts with customers is managed through a single system. Within a company, misunderstanding of terms and roles is a common source of confusion in executive teams. Ensure your people have a set of terms that are agreed upon and everybody understands.