Sales roles, pipeline math, sending and the words Dylan's pricing depends on, each in plain words. The longer terms have a page of their own.
Booking first sales meetings with prospects who fit, so the people who sell spend their time in calls instead of finding them.
Related: Held meeting, SDR, Outbound sales, No-show
Also: Deal size
The average value of a won deal. Your target divided by it gives the number of deals you need.
Related: Sales quota, Win rate
Also: Business development representative
A business development representative: a seller who starts conversations with companies that have not shown interest yet, and books first meetings.
Related: SDR, SDR vs BDR, Outbound sales, Appointment setting
Also: Marketing qualified lead
Marketing qualified lead: a lead that has shown interest and that marketing judges likely to become a customer, from criteria set in advance, but not ready to buy yet.
Related: SQL, SQL vs MQL
Also: Outbound
Selling where the seller starts the conversation, usually by cold email or cold call, with companies that did not ask to be contacted.
Related: SDR, BDR, Appointment setting, ICP, CAN-SPAM
Also: Pipeline coverage ratio
Open pipeline divided by the quota it has to cover in the same period. It tells you whether there is enough in the funnel to hit the number.
Related: Sales quota, Win rate, SQL vs MQL, Held meeting
Also: Quota
A measurable goal a seller or a team is expected to hit in a set period, usually counted in revenue, deals closed or sales activities.
Related: Pipeline coverage, Win rate, Average deal size, Held meeting
Also: Sales development representative
A sales development representative: the person who finds and qualifies prospects and books first meetings for the people who close deals.
Related: BDR, SDR vs BDR, Outbound sales, ICP, Held meeting
Where a company splits the titles, SDRs qualify inbound leads and BDRs create outbound pipeline. Many companies use both titles for the same job.
Related: SDR, BDR, Outbound sales, SQL vs MQL
Also: Sales qualified lead
Sales qualified lead: a lead interested enough to move into the sales process and ready to talk to a seller.
Related: MQL, SQL vs MQL, Qualified opportunity
Also: MQL vs SQL
An MQL is a lead marketing judges likely to become a customer. An SQL is a lead ready to move into the sales process and talk to sales.
Related: MQL, SQL, Intent, Qualified opportunity, Pipeline coverage
The share of your opportunities, or of your first meetings, that end in a won deal. It decides how many meetings and how much pipeline a quota needs.
Related: Pipeline coverage, Sales quota, Average deal size
A time on a calendar. It becomes a held meeting only when the call takes place with someone inside your definition.
Related: Held meeting, No-show
What your deposit becomes. Each held meeting draws it down, disputes come back as credit, and unused credit stays on your account.
Related: Deposit, Dispute window, Pause
To start, you prepay three meetings as credit at your tier's price. Each held meeting draws it down. No meeting in 60 days? Your deposit comes back.
If you think a billed meeting should not have been, you have 72 hours after it to dispute. Silence confirms. Disputes come back as credit.
Related: Held meeting, Credit
The same meeting booked twice. It is never billed twice.
Related: Held meeting, Dispute window
Someone who matches your brief's meeting definition joins a call Dylan booked, with your meeting owner. A held meeting is what Dylan bills by default; the other ways to pay are tests.
Related: Booked meeting, Qualified meeting, Meeting definition, No-show, Dispute window, Appointment setting
The titles, company sizes and regions that count, set before anything is sent. It is also the targeting rule: Dylan uses it to decide who to write to.
Related: ICP, Held meeting, Meeting owner
The person whose calendar Dylan books into and who runs the call.
Related: Meeting definition, Held meeting
A booked meeting the person does not join. You pay nothing, and Dylan rebooks.
Related: Booked meeting, Held meeting
A held call with someone who fits what you agreed to in advance. Dylan's held meeting is the strict version: held and qualified, or not billed at all.
Related: Held meeting, Qualified opportunity
If 1,000 contacts bring no positive reply, Dylan pauses, tells you what he heard and proposes a new angle. Approve it, or leave with your deposit.
The time after Dylan contacts someone in which their signup counts. It is written into your plan in advance: contacted by Dylan inside the window counts, whatever the last click.
Related: Signup
A reply, in the prospect's own words, from a person inside your definition, that asks for a next step. You read it before you pay.
Related: Qualified opportunity, Signup
$1,500 a month, up to 3 held meetings included, then $500 per held meeting. Same held-meeting definition, same 72-hour dispute window. In testing. Unused included meetings roll over one month.
Related: Held meeting, Dispute window
Also: Wholesale
A held meeting delivered to one of your clients, under that client's definition, billed to you at a wholesale price set in your partner plan. By application. Not open yet. The terms are set in your partner plan.
Related: Sending slice, Held meeting
A held meeting that your meeting owner confirms as a qualified opportunity, against criteria you wrote before launch. Silence confirms.
Related: Qualified meeting, Intent
A new account on your product, created by a person Dylan contacted, inside the attribution window in your plan.
Related: Attribution window, Intent
A new claim, a new reason or a new tone in the emails. Each angle is a new promise in your name, so you approve its first emails.
What you tell Dylan: your company's website, one line about what you sell, who you want to meet (functions, titles, company sizes and regions) and any companies Dylan must never contact. He drafts the rest; you correct it.
Related: Plan, Meeting definition, ICP, Value proposition, Do-not-contact list
The companies Dylan must never contact for you. He never writes to them, and they are never billed. He checks the list when he builds the plan and again as each email is sent.
Also: Ideal customer profile
Ideal customer profile: the companies (industry, size, region) and the people (function and seniority) you want to meet. In Dylan's brief it is the "who counts" part of your meeting definition.
Related: Meeting definition, Brief, SDR, Outbound sales, Held meeting
How many companies fit, ten real examples, the first email and the price. A person at Belkins reviews your plan and emails it within one business day.
Why customers pick you over the alternative, in one line.
Google's term for anyone who sends "close to 5,000 messages or more to personal Gmail accounts within a 24-hour period". Its rules cover personal Gmail accounts, not Google Workspace.
A signature on each message that lets the receiver check it came from your domain unchanged.
Ties SPF and DKIM to your From domain and tells receivers what to do when they fail.
Check your domainPowered by Folderly
Related: SPF, DKIM, Bulk sender
The DNS record that names the servers that receive a domain's email. An MX lookup shows in seconds which gateway a company uses.
Check your domainPowered by Folderly
Related: Secure email gateway, SPF
Where a gateway puts suspicious mail instead of rejecting it. Your sending tool logs a successful delivery, and the recipient never sees the email unless someone in IT releases it.
Related: Secure email gateway, Sender reputation
Also: SEG
A filter many companies put in front of Microsoft 365 or Google Workspace. It checks the sender's reputation, scans every link, opens attachments in a sandbox and looks for impersonation.
Related: Quarantine, MX record
How far receivers trust a sending domain or IP. A secure email gateway checks it before a message reaches anyone, and a new domain starts with none.
Related: Warm-up, Secure email gateway, Quarantine
The part of Dylan's own warmed domains and mailboxes kept for one client. Your domain never sends a cold email.
Related: Warm-up, Partner plan (wholesale)
A DNS record that lists who may send email for your domain. Every gatekeeper checks it.
Also: Email warm-up
Building a new domain's sending volume slowly, with recipients who engage, before any campaign. Dylan writes from his own warmed domains and mailboxes, so there is no warm-up on your side.
Related: Sending slice, Bulk sender, SPF, DMARC, Sender reputation
Every first email Dylan sends says, in its opening line, that he is an AI agent and which company he works for.
Related: Opt-out, Stop on reply
Also: CAN-SPAM Act
The US law for commercial email, business-to-business email included: honest headers and subject lines, a postal address, and an opt-out honored within 10 business days.
Related: Opt-out, AI disclosure, Outbound sales
When someone asks Dylan to stop, the request is honored for every client Dylan works for. It can take up to 2 business days to reach every campaign.
Related: Do-not-contact list, Stop on reply
The moment a reply is read, every further scheduled email to that person stops, by rule, before any AI sees it.
Related: Opt-out, AI disclosure
Tell Dylan, our AI agent, who you sell to. A person at Belkins reads every entry and picks teams by fit. We invite 10 teams every two weeks. You approve the plan and pay per held meeting, or on a plan we are testing.
Already know your definition? Send the full brief