The short answer
The short answer
What do cold calling terms mean? Plain-language definitions of the words people use around cold calling, from call block and connect rate to objection and gatekeeper, with links to the page that explains each one.
- BDR
- Business development representative. Often used the same way as SDR, sometimes for outbound-only roles.
- Call block
- A protected stretch of time spent only dialing. You pick a number of dials and a time box, and count dials, not yeses. Read more →
- Call reluctance
- The habit of avoiding the phone. It shows up as the Flinch, the Rehearser or the Drifter. Read more →
- Cold call
- A call to someone who has not asked to hear from you and may not know who you are. Read more →
- Connect rate
- Conversations divided by dials. It tells you whether your list and timing are right. Read more →
- Conversation
- A call where a real person picked up and talked to you for more than a moment, not a voicemail or a screener.
- Dial
- One call attempt, whether or not anyone answers. Read more →
- Dials per block
- Dials divided by blocks. It shows whether the block is actually being used. Read more →
- The Drifter
- No system: calling happens only when nothing else is going on. Read more →
- The Flinch
- Fear of rejection: the half-second before you dial feels heavy. Read more →
- Gatekeeper
- The person or system between you and the person you want, such as an assistant, a receptionist or a call screener. Read more →
- Meeting rate
- Meetings set divided by conversations. It tells you whether the call itself works. Read more →
- Objection
- Something a prospect says that stops the call from moving forward, such as “not interested.” It is usually a reflex, not a decision. Read more →
- Objection mix
- A count of each objection you hear. It shows where your message is weakest. Read more →
- Opener
- The first few seconds of a call: your name, your company and your reason for calling. Read more →
- Practice mode
- The free tool on this site where you say your answer to an objection out loud, then see ours. Read more →
- The Rehearser
- Perfectionism: preparation keeps replacing dials. Read more →
- SDR
- Sales development representative. Someone whose job is to start conversations and book meetings for other sellers.
- Voicemail drop
- A recorded message left in someone’s voicemail, either by you or by software. Read more →
- Warm call
- A call to someone who already knows you or has already shown interest. Not a cold call.
Questions people ask.
What is a call block?
A protected stretch of time spent only dialing. You choose a number of dials and a time box, and count dials, not yeses.
What is a connect rate?
Conversations divided by dials. It tells you whether your list and your timing are right.
What is an objection in cold calling?
Something a prospect says that stops the call from moving forward, like “not interested.” It is usually a reflex, not a decision.