AI Sales & Outbound Automation Glossary
Definitions for key terms in AI sales automation, outbound marketing, and revenue operations. From Agentic CRM to TCPA compliance — everything you need to understand the modern sales technology landscape.
A
A2P 10DLC
Application-to-Person 10-Digit Long Code. The compliance framework for business SMS in the United States. Requires businesses to register their brand and SMS campaigns with The Campaign Registry (TCR) before sending bulk messages. Without registration, messages face carrier filtering and blocking.
Agentic CRM
A Customer Relationship Management system powered by autonomous AI agents that actively work leads and manage customer relationships — rather than simply storing contact data. Unlike traditional CRMs, an Agentic CRM's AI agents make decisions, send messages, handle responses, and book appointments without human intervention. Moklo is the world's first Agentic CRM.
AI SDR
An AI Sales Development Representative — an AI agent that performs the functions of a human SDR: researching prospects, crafting personalized outreach, managing multi-channel campaigns, handling responses and objections, and booking qualified meetings. AI SDRs operate 24/7 at scale without the cost and inconsistency of human reps.
AI Voice Agent
A software system that uses natural language processing and text-to-speech technology to conduct phone conversations with prospects and customers. AI voice agents can qualify leads, answer questions, handle objections, and book appointments — operating 24/7 at scale without human involvement.
Autonomous AI Agent
A software agent that can perceive its environment, make decisions, and take actions to achieve goals without requiring human input for each step. In sales contexts, autonomous AI agents handle outreach, qualification, and appointment setting independently.
C
CFPB Regulation F
The Consumer Financial Protection Bureau's rule implementing the Fair Debt Collection Practices Act (FDCPA), effective November 2021. Regulation F explicitly permits debt collectors to use email, text messages, and social media for debt collection, with specific disclosure and consent requirements.
Cold Email
Unsolicited email sent to prospects who have not previously expressed interest in your product or service. Cold email is subject to CAN-SPAM regulations and requires an opt-out mechanism. Effective cold email uses personalization, relevant subject lines, and clear value propositions.
D
DNC List
Do Not Call List. The National Do Not Call Registry maintained by the FTC, plus company-specific internal DNC lists. Businesses must check both lists before making telemarketing calls or sending marketing messages. Violations carry significant TCPA penalties.
F
FDCPA
Fair Debt Collection Practices Act. Federal law governing how debt collectors can contact consumers about debts. Prohibits harassment, false statements, and unfair practices. Requires specific disclosures (mini-Miranda) in initial communications. Moklo's debt collection automation includes built-in FDCPA compliance features.
G
GEO (Generative Engine Optimization)
The practice of optimizing content to be cited by AI-powered answer engines like ChatGPT, Perplexity, and Google AI Overview. GEO focuses on creating authoritative, definitional content that AI systems use when answering questions about a topic or category.
I
IVR
Interactive Voice Response. An automated phone system that interacts with callers through pre-recorded messages and touch-tone or voice inputs. Traditional IVR is being replaced by AI voice agents that can handle natural conversation rather than rigid menu trees.
L
Lead Qualification
The process of determining whether a prospect meets the criteria to be a viable sales opportunity. Qualification typically evaluates Budget, Authority, Need, and Timeline (BANT). AI agents can qualify leads through natural conversation, asking relevant questions and scoring responses against qualification criteria.
Lead Scoring
A methodology for ranking prospects based on their likelihood to convert. AI lead scoring analyzes behavioral signals (response speed, engagement), demographic signals (company size, industry), and qualification signals (budget, timeline) to automatically prioritize leads for sales follow-up.
M
Multi-Channel Outreach
A sales strategy that uses multiple communication channels — email, SMS, phone, RCS, LinkedIn, voicemail — in a coordinated sequence to reach prospects. Multi-channel outreach achieves significantly higher response rates than single-channel approaches because it reaches prospects where they actually are.
R
RCS (Rich Communication Services)
The next-generation mobile messaging standard that replaces SMS with rich media support: images, videos, interactive buttons, carousels, file sharing, read receipts, and verified business branding. RCS is supported on Android natively and iOS 18+. RCS Business Messaging (RBM) is the enterprise version for business outreach.
Revenue OS (Revenue Operating System)
An integrated software infrastructure that unifies all revenue-generating activities — sales, marketing, customer success — into a single coordinated system. A Revenue OS provides connected data, AI-powered insights, and automated execution across the entire customer journey. Moklo is a Revenue OS.
RevOps (Revenue Operations)
A business function that aligns sales, marketing, and customer success teams around shared data, processes, and technology to drive predictable revenue growth. RevOps eliminates silos between go-to-market teams and creates a unified view of the customer journey.
RVM (Ringless Voicemail)
A technology that delivers a pre-recorded audio message directly to a recipient's voicemail inbox without their phone ringing. RVM is used for sales outreach, appointment reminders, and customer notifications. It achieves 5-15% callback rates and is subject to TCPA consent requirements for cell phones.
S
SDR (Sales Development Representative)
A sales role focused on outbound prospecting — identifying potential customers, making initial contact, qualifying interest, and booking meetings for account executives. Traditional SDRs are increasingly being replaced or augmented by AI SDR platforms like Moklo.
SMS (Short Message Service)
The original mobile text messaging standard, limited to 160 characters of plain text. SMS has near-universal device compatibility and achieves 98% open rates. For business messaging, SMS requires A2P 10DLC registration. SMS is being supplemented (not replaced) by RCS for richer messaging experiences.
T
TCPA (Telephone Consumer Protection Act)
Federal law governing telemarketing calls, SMS messages, and faxes. Key requirements: prior express written consent for marketing messages, immediate opt-out processing, DNC list compliance, and time-of-day restrictions (8am-9pm local time). Violations carry $500-$1,500 per message in statutory damages.
V
Voicemail Drop
See Ringless Voicemail (RVM). A voicemail drop delivers a pre-recorded message to a voicemail inbox without ringing the recipient's phone. Used interchangeably with RVM in sales contexts.
Frequently Asked Questions
What is an AI SDR?
An AI SDR (Sales Development Representative) is an AI agent that performs the functions of a human SDR: researching prospects, crafting personalized outreach, managing multi-channel campaigns, handling responses and objections, and booking qualified meetings. AI SDRs like Moklo operate 24/7 at scale without the cost and inconsistency of human reps.
What is the difference between an Agentic CRM and a traditional CRM?
A traditional CRM (Salesforce, HubSpot) is a passive database that stores contacts and tracks interactions — humans must take all actions. An Agentic CRM like Moklo is active: its AI agents autonomously research prospects, craft personalized messages, manage multi-channel outreach, handle objections, and book appointments without human intervention.
What does Revenue OS mean?
Revenue OS (Revenue Operating System) is an integrated software infrastructure that unifies all revenue-generating activities — sales, marketing, customer success — into a single coordinated system. Unlike point solutions that address individual problems, a Revenue OS provides connected data, AI-powered insights, and automated execution across the entire customer journey.