LinkedIn & Sales Glossary

1st, 2nd & 3rd Degree Connections

LinkedIn classifies every user's relationship to you by network distance. 1st-degree connections are people you are directly connected with -- you can...

A/B Testing

A/B Testing (also called split testing) is the practice of creating two or more variants of a message, subject line, or outreach sequence and sending ...

BDR (Business Development Representative)

A BDR (Business Development Representative) is a sales role focused primarily on outbound prospecting -- identifying, contacting, and qualifying poten...

Boolean Search

Boolean Search is an advanced search technique that uses logical operators -- AND, OR, and NOT -- to refine and filter search results on LinkedIn. By ...

Cadence

A Cadence is a structured, timed sequence of outreach touchpoints spread across days or weeks, designed to maximize the chances of getting a response ...

Cloud-Based Automation

Cloud-Based Automation refers to LinkedIn automation that runs on remote servers rather than inside your web browser. Unlike browser extensions that i...

Cold Outreach

Cold Outreach is the practice of contacting prospects who have no prior relationship with you or awareness of your product. On LinkedIn, cold outreach...

Connection Acceptance Rate

Connection Acceptance Rate is the percentage of your sent LinkedIn connection requests that are accepted by recipients. It is calculated as (accepted ...

Connection Request

A Connection Request is LinkedIn's way of letting you invite another user to join your professional network. When you send a connection request, the r...

Conversion Rate

Conversion Rate is the percentage of prospects who take a desired action at any given stage of your sales process. On LinkedIn, conversion rates are t...

Drip Campaign

A Drip Campaign is an automated sequence of pre-written messages sent to prospects at predetermined intervals after they are enrolled. Unlike one-off ...

Follow-Up Sequence

A Follow-Up Sequence is a planned series of messages sent after initial contact with a prospect, designed to re-engage those who did not respond to th...

ICP (Ideal Customer Profile)

An Ideal Customer Profile (ICP) is a detailed description of the type of company or person that would get the most value from your product or service....

InMail

InMail is LinkedIn's premium messaging feature that lets you send direct messages to people outside your network -- without needing a connection reque...

Lead Scoring

Lead Scoring is a methodology for ranking prospects based on their likelihood to convert into customers. Scores are typically assigned based on two ca...

LinkedIn Company Page

A LinkedIn Company Page is an organization's official presence on LinkedIn. It displays the company's overview, industry, size, headquarters, specialt...

LinkedIn Engagement Rate

LinkedIn Engagement Rate measures the level of interaction your content receives relative to the number of people who see it. It is typically calculat...

LinkedIn Groups

LinkedIn Groups are community spaces where professionals with shared interests, industries, or goals can post articles, ask questions, and engage in d...

LinkedIn Headline

Your LinkedIn Headline is the 220-character tagline displayed directly below your name on your profile, in search results, and alongside every comment...

LinkedIn Open Profile

LinkedIn Open Profile is a setting available to Premium subscribers that allows anyone on LinkedIn to send you a free InMail message, regardless of co...

LinkedIn Premium

LinkedIn Premium is the umbrella term for LinkedIn's paid subscription plans that unlock features beyond the free tier. The main tiers include Premium...

LinkedIn Profile Views

LinkedIn Profile Views is a feature that shows you who has visited your LinkedIn profile over the past 90 days. Free LinkedIn accounts see a limited n...

LinkedIn Recommendations

LinkedIn Recommendations are written testimonials from your connections that appear on your profile. Unlike skill endorsements (one-click validations)...

LinkedIn Sales Navigator

LinkedIn Sales Navigator is LinkedIn's premium prospecting tool designed for sales professionals. It offers advanced search filters beyond what standa...

LinkedIn SSI (Social Selling Index)

The LinkedIn Social Selling Index (SSI) is a score from 0 to 100 that measures how effectively you use LinkedIn for social selling. LinkedIn calculate...

Personalization Tokens

Personalization Tokens (also called merge fields or dynamic variables) are placeholder text in message templates that get automatically replaced with ...

Pipeline

A Pipeline is the structured sequence of stages that a prospect moves through from initial identification to closed deal. Common pipeline stages inclu...

Quiet Hours

Quiet Hours are configurable time windows during which automated LinkedIn actions are paused. Typically set to evenings, nights, and weekends in the p...

Rate Limiting

Rate Limiting is the practice of controlling the frequency and volume of automated actions to stay within safe thresholds. On LinkedIn, rate limiting ...

Reply Rate

Reply Rate is the percentage of outreach messages that receive a response from the recipient. It is calculated as (messages that received a reply / to...

SDR (Sales Development Representative)

An SDR (Sales Development Representative) is a sales role focused on qualifying inbound leads and converting them into meetings or demos for account e...

Warm Introduction

A Warm Introduction is an outreach approach where a mutual connection facilitates an introduction between you and your target prospect. Instead of rea...

Warm-Up Period

A Warm-Up Period is the practice of gradually increasing the volume of automated actions over days or weeks when starting with a new LinkedIn account ...