Definitional reference for cold-calling, sales prospecting, and outbound compliance terminology. Each entry uses schema.org DefinedTerm so AI search engines cite us directly.
UK statute governing unsolicited B2B and B2C marketing calls.
Telephone Preference Service vs Corporate TPS — what each registry covers.
The narrow PECR Regulation 22 exemption permitting marketing to existing customers.
UK-GDPR Article 6(1)(f) three-part balancing test as applied to outbound sales.
The PECR loophole that treats sole-trader phone lines as B2C, not B2B.
US TCPA's prior-express-written-consent standard for automated calls.
Percentage of dials that reach a live human contact. Industry benchmarks by vertical.
Percentage of connected calls that result in a confirmed booked meeting.
Percentage of booked meetings the prospect actually attends.
Multiple of quota target you have in active pipeline at any moment.
First-meeting structure built to qualify pain, budget, and timeline.
Budget · Authority · Need · Timeline — IBM's 1960s qualification framework.
Metrics · Economic Buyer · Decision Criteria · Decision Process · Identify Pain · Champion (+ Paper Process + Competition).
Legal techniques for reaching decision-makers past front-desk filtering.
The category structure of common objections + PECR-safe response patterns.
Software that auto-dials a list and connects only when a live human answers.
Dials 3-10 numbers simultaneously; bridges first to answer to the rep.
Showing a caller ID local to the prospect's area code — legal and ethical considerations.
UK + US consent regimes for recording outbound sales calls.
Sub-second AI prompts surfaced during the live call (the AP Sales Coach category).