{"id":3171,"date":"2021-01-21T18:13:47","date_gmt":"2021-01-21T15:13:47","guid":{"rendered":"https:\/\/snov.io\/glossary\/?p=3171"},"modified":"2025-06-25T13:55:28","modified_gmt":"2025-06-25T10:55:28","slug":"sales-outreach","status":"publish","type":"post","link":"https:\/\/snov.io\/glossary\/sales-outreach\/","title":{"rendered":"Sales outreach"},"content":{"rendered":"\n<p>In <a href=\"https:\/\/snov.io\/glossary\/b2b\/\"><strong>B2B sales<\/strong><\/a>, you are always engaged in some sort of outreach as you are trying to contact the prospect and build meaningful relations with them. But the term doesn\u2019t boil down to just making connections, so let\u2019s clarify what outreach in sales actually means.<\/p>\n\n\n\n<p>What is sales outreach?<\/p>\n\n\n\n<p><strong>Sales outreach<\/strong> is the process of reaching out to potential and former customers via phone calls, emails, messaging, and social media to engage them in cooperation and persuade them to make a purchase.&nbsp;<\/p>\n\n\n\n<p>The main challenge of a B2B sales outreach is contacting the right business, the right people, at the right time, and with the right offering.&nbsp;<\/p>\n\n\n\n<p>Sales outreach has close tights with <a href=\"https:\/\/snov.io\/glossary\/prospecting\/\">sales prospecting<\/a> methodologies, which represent two sales approaches: inbound and outbound.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"balance\">Balance between inbound and outbound sales&nbsp;<\/h2>\n\n\n\n<p>The key rule to a successful sales outreach lies within a unique strategy to balance between <a href=\"https:\/\/snov.io\/glossary\/inbound-sales\/\">inbound<\/a> and outbound sales methods. The primary difference between them is the origin of your leads.&nbsp;<\/p>\n\n\n\n<ul>\n<li><strong>Inbound sales<\/strong> presuppose that leads get interested in your company themselves. They reach you to inquire more about your product or service, hence, the prefix <strong>IN<\/strong> in the term.<\/li>\n\n\n\n<li>In <strong>outbound sales,<\/strong> you reach potential customers who have not expressed interest in your business yet. The prefix <strong>OUT<\/strong> means that you figuratively go out to prospect for leads. The typical <a href=\"https:\/\/snov.io\/glossary\/outbound-sales\/\">outbound sales<\/a> techniques include cold calling, cold emails, and automated emails.&nbsp;<\/li>\n<\/ul>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-large is-resized\"><img loading=\"lazy\" decoding=\"async\" width=\"720\" height=\"1024\" src=\"https:\/\/snov.io\/glossary\/wp-content\/uploads\/2020\/02\/inbound-outbound-720x1024.png\" alt=\"inbound vs outbound\" class=\"wp-image-1374\" style=\"width:480px\" srcset=\"https:\/\/snov.io\/glossary\/wp-content\/uploads\/2020\/02\/inbound-outbound-720x1024.png 720w, https:\/\/snov.io\/glossary\/wp-content\/uploads\/2020\/02\/inbound-outbound-211x300.png 211w, https:\/\/snov.io\/glossary\/wp-content\/uploads\/2020\/02\/inbound-outbound-768x1092.png 768w, https:\/\/snov.io\/glossary\/wp-content\/uploads\/2020\/02\/inbound-outbound.png 828w\" sizes=\"(max-width: 720px) 100vw, 720px\" \/><\/figure><\/div>\n\n\n<h2 class=\"wp-block-heading\" id=\"what\">What is an outreach strategy?<\/h2>\n\n\n\n<p>In sales, <strong>outreach strategy<\/strong> is a planned and systematic approach used by sales professionals to initiate and maintain contact with prospects or leads with the further goal of turning them into paying customers.<\/p>\n\n\n\n<p>The key point of a sales outreach strategy is, as mentioned, balancing between inbound and outbound sales opportunities.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"sales\">Sales outreach strategy tactics<\/h2>\n\n\n\n<p>Here are six sales outreach strategy tactics to help you improve your <a href=\"https:\/\/snov.io\/glossary\/conversion\/\">conversions<\/a> and boost sales:<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">1. Identify your best customers<\/h3>\n\n\n\n<p>Probably around half of the prospects are not always a good fit for what you are selling. So the first thing to do for your effective sales outreach is to understand your <a href=\"https:\/\/snov.io\/glossary\/ideal-customer-profile\/#:~:text=Ideal%20customer%20profile%20is%20a,are%20satisfied%20in%20the%20end.\">ideal customer profile<\/a>. In other words, you should have a hypothetical image of a company that would be the best candidate for purchasing your product or service.&nbsp;<\/p>\n\n\n\n<p>To define the ideal customer profile, you should use <a href=\"https:\/\/snov.io\/glossary\/firmographics\/\">firmographics<\/a>, including the company\u2019s:<\/p>\n\n\n\n<ul>\n<li>size<\/li>\n\n\n\n<li>average revenue<\/li>\n\n\n\n<li>industry<\/li>\n\n\n\n<li>location<\/li>\n<\/ul>\n\n\n\n<p><em>\u2192 Read our post about <a href=\"https:\/\/snov.io\/blog\/how-to-create-an-ideal-customer-profile\/\">how to create an ideal customer profile<\/a> for your company<\/em><\/p>\n\n\n\n<h3 class=\"wp-block-heading\">2. Choose what buyer personas to contact<\/h3>\n\n\n\n<p>As soon as you\u2019ve identified who your ideal customer is, you need to understand the roles your <a href=\"https:\/\/snov.io\/blog\/\">buyer personas<\/a> have in their company to come out with a corresponding messaging strategy. After that, you\u2019ll be able to prioritize them.&nbsp;<\/p>\n\n\n\n<p>For example, you may first choose to speak to a purchasing specialist, i.e., an employee responsible for communications with potential vendors, or be lucky to reach a <a href=\"https:\/\/snov.io\/glossary\/decision-makers\/\">decision-maker<\/a>. No matter whom you are going to contact, your communication should be adapted to the prospect\u2019s position.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">3. Outline your communication<\/h3>\n\n\n\n<p>You can\u2019t start reaching your potential clients if you are not prepared for the conversation. As such, you should identify:<\/p>\n\n\n\n<ul>\n<li>your prospect\u2019s primary projects and responsibilities<\/li>\n\n\n\n<li>several ways on how your company may ease their daily work<\/li>\n\n\n\n<li>their main goals and pain points<\/li>\n\n\n\n<li>your business\u2019s solutions to help them reach their goals&nbsp;<\/li>\n<\/ul>\n\n\n\n<p>This way, you\u2019ll sketch your forthcoming communication and ensure it\u2019ll be relevant to your prospect.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">4. Determine the outreach channel<\/h3>\n\n\n\n<p>Now that you know the specifics of your buyer persona and have mapped their needs and your ways to fulfill them, you have the last thing to think about \u2014 how you\u2019ll reach your <a href=\"https:\/\/snov.io\/glossary\/prospect\/\">prospect<\/a>.&nbsp;<\/p>\n\n\n\n<p>Keep in mind that the choice of communication channel must solely depend on their activity, not your common way of contacting your customers. So, don\u2019t start sending a sales outreach email or giving your first call if, for instance, you\u2019ve noticed that your prospect is an active <a href=\"https:\/\/snov.io\/blog\/linkedin-sales-prospecting\/\">LinkedIn<\/a> user. In this case, you should make the first interaction on this platform.&nbsp;<\/p>\n\n\n\n<p><em>\u2192 Read more about how to find and reach out to leads on LinkedIn in <\/em><a href=\"https:\/\/snov.io\/blog\/beginner-guide-to-linkedin-outreach\/\" data-type=\"URL\" data-id=\"https:\/\/snov.io\/blog\/beginner-guide-to-linkedin-outreach\/\"><em>this guide<\/em><\/a><\/p>\n\n\n\n<p>On the other hand, if you see that your potential customer has already joined your email list and is highly engaged with your content, there\u2019s nothing better than <a href=\"https:\/\/snov.io\/blog\/\">getting to them right through their Inbox<\/a>.<\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-large is-resized\"><a href=\"https:\/\/app.snov.io\/register?lang=en&amp;signup_source=glossary&amp;signup_page=snov.io%2Fglossary%2Fsales-outreach&amp;cta_type=banner\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"299\" src=\"https:\/\/snov.io\/glossary\/wp-content\/uploads\/2023\/05\/image-1024x299.png\" alt=\"\" class=\"wp-image-6765\" style=\"width:680px\" srcset=\"https:\/\/snov.io\/glossary\/wp-content\/uploads\/2023\/05\/image-1024x299.png 1024w, https:\/\/snov.io\/glossary\/wp-content\/uploads\/2023\/05\/image-300x88.png 300w, https:\/\/snov.io\/glossary\/wp-content\/uploads\/2023\/05\/image-768x224.png 768w, https:\/\/snov.io\/glossary\/wp-content\/uploads\/2023\/05\/image.png 1028w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/a><\/figure><\/div>\n\n\n<h3 class=\"wp-block-heading\">5. Start with a personalized message<\/h3>\n\n\n\n<p>Remember that the best way to start cooperating with your prospective customer is to build trust with them. That\u2019s where personalization is a must. It makes your prospect feel you\u2019ve done your homework and know what they need. There\u2019s no surprise that personalized email campaigns get an <a href=\"https:\/\/www.statista.com\/statistics\/260678\/e-mail-open-click-rates-personalization\/\" rel=\"nofollow\">18.8% open rate<\/a>.&nbsp;<\/p>\n\n\n\n<p>When conducting outreach, ensure you\u2019ve customized your message with the prospect\u2019s data, and that the problem you are about to highlight in your message is relevant and burning.&nbsp;<\/p>\n\n\n\n<p>For example, the Snov.io email outreach tool allows you to send highly personalized emails not just to single leads but the whole lists of leads \u2013 all owing to <a href=\"https:\/\/snov.io\/blog\/how-to-use-email-variables\/\">personalization variables<\/a> that automatically adjust the email text to the relevant information about each of your email contacts.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">6. Record outreach in your CRM<\/h3>\n\n\n\n<p>Make sure all your interactions are documented in your <a href=\"https:\/\/snov.io\/glossary\/customer-relationship-management-crm\/\"><strong>CRM<\/strong><\/a>. Businesses from all over the world have already adopted a CRM to take control of their sales outreach. So, if you haven\u2019t started using a <a href=\"https:\/\/snov.io\/blog\/best-sales-crm-software\/\"><strong>sales CRM<\/strong><\/a> yet, it\u2019s high time to think about it.<\/p>\n\n\n\n<figure class=\"wp-block-image is-resized\"><img decoding=\"async\" src=\"https:\/\/lh4.googleusercontent.com\/ua_-loOs44G6vGK1cP7Z1dv0HHgmwgnynTkD9UIWekXH4HJ2Za7EzjoMsvvIQ4PtRmovd6QNXamDclZj-Z3lQHlo297HtXfsPkA1YzoLVkOxIjMO_1CmvfPtQpoB9hkVB9_HHQNn\" alt=\"CRM software use by industry\" style=\"width:680px\"\/><figcaption class=\"wp-element-caption\"><em>Source: ScienceSoft<\/em><\/figcaption><\/figure>\n\n\n\n<p>CRM will enable you to keep all outreach information in one place, share it with your team, and access the data whenever you need it.&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"tactics\">Sales outreach tactics<\/h2>\n\n\n\n<p><strong>Sales outreach tactics <\/strong>refer to specific actions employed to engage potential customers, generate leads, and drive sales. Here are some common sales outreach tactics:<\/p>\n\n\n\n<ol>\n<li><a href=\"https:\/\/snov.io\/blog\/cold-calling-tips\/\"><strong>Cold calling<\/strong><\/a><strong>:<\/strong> initiate phone calls to prospects who haven&#8217;t expressed prior interest to introduce your product or service and spark a conversation.<\/li>\n\n\n\n<li><a href=\"https:\/\/snov.io\/blog\/a-complete-guide-to-snovio-drip-campaigns\/\"><strong>Email campaigns<\/strong><\/a><strong>:<\/strong> send personalized, targeted emails to prospects, providing relevant information, addressing pain points, and inviting further discussion.<\/li>\n\n\n\n<li><a href=\"https:\/\/snov.io\/blog\/guide-to-social-selling\/\"><strong>Social selling<\/strong><\/a><strong>:<\/strong> leverage social media platforms to connect with prospects, share valuable content, engage in conversations, and establish relationships.<\/li>\n\n\n\n<li><strong>Networking <\/strong><a href=\"https:\/\/snov.io\/blog\/sales-events-and-training-courses\/\"><strong>events<\/strong><\/a><strong>:<\/strong> attend industry conferences, trade shows, or other events to meet potential customers, showcase your offering, and build connections.<\/li>\n\n\n\n<li><a href=\"https:\/\/snov.io\/blog\/how-to-ask-for-referrals\/\"><strong>Referrals<\/strong><\/a><strong>:<\/strong> seek referrals from existing customers or professional contacts who can introduce you to potential leads.<\/li>\n\n\n\n<li><a href=\"https:\/\/snov.io\/blog\/beginner-guide-to-linkedin-outreach\/\"><strong>LinkedIn outreach<\/strong><\/a><strong>:<\/strong> utilize LinkedIn&#8217;s messaging and connection features to reach out to prospects, establish rapport, and initiate conversations.<\/li>\n\n\n\n<li><a href=\"https:\/\/snov.io\/blog\/sales-presentation\/\"><strong>Sales presentations<\/strong><\/a><strong>:<\/strong> conduct presentations or demos, either in-person or virtually, to showcase the features, benefits, and value of your product or service.<\/li>\n\n\n\n<li><strong>Personalized <\/strong><a href=\"https:\/\/snov.io\/blog\/\"><strong>videos<\/strong><\/a><strong>:<\/strong> create short, personalized videos to engage prospects, deliver targeted messages, and demonstrate your offering&#8217;s value.<\/li>\n\n\n\n<li><a href=\"https:\/\/snov.io\/blog\/ua\/follow-up-email-templates-ua\/\"><strong>Follow-up<\/strong><\/a><strong> sequences:<\/strong> implement a structured sequence of follow-up communications, such as phone calls or emails, to nurture leads, address objections, and move prospects further along the sales process.<\/li>\n<\/ol>\n\n\n\n<p>These tactics can be combined and tailored to suit your target audience, industry, and specific goals. Remember to analyze the effectiveness of each tactic to optimize your outreach strategy over time.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"practices\"><strong>Sales outreach best practices<\/strong><\/h2>\n\n\n\n<p>Now that you know how to build your sales outreach strategy, here are several tips on how to implement it in the best way.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">1. Use a sales outreach automation tool<\/h3>\n\n\n\n<p>To enhance your sales outreach, you\u2019ll most likely need good automation software among sales outreach tools. It will save your time, increase productivity, and work as a one-for-all platform to record your sales results.&nbsp;<\/p>\n\n\n\n<p><a href=\"https:\/\/snov.io\/\">Snov.io<\/a> is a perfect solution for your sales outreach ambitions. It contains sales prospecting, email messaging, and campaign analytics tools gathered within one platform, which, by the way, you may try for free.&nbsp;<\/p>\n\n\n\n<figure class=\"wp-block-image size-large is-resized\"><a href=\"https:\/\/app.snov.io\/register?lang=en&amp;signup_source=glossary&amp;signup_page=snov.io%2Fglossary%2Fsales-outreach&amp;cta_type=banner\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"327\" src=\"https:\/\/snov.io\/glossary\/wp-content\/uploads\/2020\/02\/finder-1-1024x327.png\" alt=\"email finder\" class=\"wp-image-1116\" style=\"width:680px\" srcset=\"https:\/\/snov.io\/glossary\/wp-content\/uploads\/2020\/02\/finder-1-1024x327.png 1024w, https:\/\/snov.io\/glossary\/wp-content\/uploads\/2020\/02\/finder-1-300x96.png 300w, https:\/\/snov.io\/glossary\/wp-content\/uploads\/2020\/02\/finder-1-768x245.png 768w, https:\/\/snov.io\/glossary\/wp-content\/uploads\/2020\/02\/finder-1.png 1028w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/a><\/figure>\n\n\n\n<h3 class=\"wp-block-heading\">2. Target the right leads<\/h3>\n\n\n\n<p>93% of B2B buying processes start with an online search. Although the web seems to be a vast space for getting prospects, finding those who will convert is rather challenging.&nbsp;<\/p>\n\n\n\n<p>The biggest mistake you may make is trying to chase as many potential clients as you can. Going after any lead will cost you tons of wasted time. As an outcome, the percentage of deals that will never close will grow, causing the loss of productivity and overall frustration.<\/p>\n\n\n\n<p>Not to face this unpleasant moment, you should always have a clear vision of your <a href=\"https:\/\/snov.io\/glossary\/lead-qualification\/\">perfect lead<\/a> and target only those prospects who fit your ideal customer profile.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">3. Always stay engaged<\/h3>\n\n\n\n<p>Sales outreach requires lots of energy and daily hours of active work. That\u2019s a never-ending process. You should get in touch with new prospects, send <a href=\"https:\/\/snov.io\/blog\/ua\/follow-up-email-templates-ua\/\">follow-ups<\/a> to those who stay cold, and be quick to respond to any prospect\u2019s requests that arise.&nbsp;<\/p>\n\n\n\n<p>Keep in mind that about 35-50% of sales go to the vendor that responds first. So, the golden rule for your successful sales outreach is:<\/p>\n\n\n\n<blockquote class=\"wp-block-quote\">\n<p><em>\u2018Not any touchpoint with the potential customer should be missed.\u2019&nbsp;<\/em><\/p>\n<\/blockquote>\n\n\n\n<h3 class=\"wp-block-heading\">4. Value your time<\/h3>\n\n\n\n<p>Just like with sales prospecting, not all leads whom you\u2019ve already tried to contact and followed up will decide to consider your offer. Much fewer will decide to purchase it.&nbsp;<\/p>\n\n\n\n<p>You can\u2019t continue following up forever. At a certain point, it will become too pushy and just useless. As some sales gurus claim, you need at least five follow-ups on average for <a href=\"https:\/\/blog.hubspot.com\/sales\/sales-follow-up-infographic\" rel=\"nofollow\">80% of successful sales cases<\/a>. So, if you did all you could but got no positive response, stop and switch to other prospects.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">5. Implement a \u2018Smarketing\u2019 outreach approach<\/h3>\n\n\n\n<p>Sales and marketing teams should never operate separately. Ensuring that both share the information about your customer outreach, you\u2019ll be able to achieve 38% higher win rates. That\u2019s why successful companies already use the term \u2018<a href=\"https:\/\/snov.io\/blog\/sales-and-marketing-alignment-smarketing\/\"><strong>Smarketing<\/strong><\/a>\u2019 to explain the necessity of aligning their sales and marketing efforts.<\/p>\n\n\n\n<p>To make your sales and marketing outreach go hand in hand, you should have a single customer journey and customer persona in mind. You should also match messaging throughout the whole campaign, work together to analyze the client feedback, and continue cooperating at the post-sale and retention stages.&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"statistics\">Top sales outreach statistics<\/h2>\n\n\n\n<p>At last, we\u2019ve collected the most popular and up-to-date sales outreach statistics, so you can see how important it is to run effective sales outreach campaigns.<\/p>\n\n\n\n<ol>\n<li><strong>Sales outreach is still most effective with email.<\/strong> The most prevalent communication channels for salespeople are email (78%) and phone (70%).<\/li>\n\n\n\n<li><strong>Social selling is growing rapidly.<\/strong> Sales reps who use social selling techniques for outreach enjoy 45% more opportunities.<\/li>\n\n\n\n<li><strong>LinkedIn is the top <\/strong>social media for sales outreach. About 32% of sales reps use this channel to reach prospects.&nbsp;<\/li>\n\n\n\n<li><strong>LinkedIn InMail is skyrocketing its sales outreach power.<\/strong> With response rates <a href=\"https:\/\/www.linkedin.com\/business\/talent\/blog\/product-tips\/stats-that-will-help-you-write-better-linkedin-inmails\">3X higher than regular email<\/a>, LinkedIn InMail is proving to be an effective platform for outreach that, in many cases, can outperform standard cold email outreach.<\/li>\n\n\n\n<li><strong>Video content in emails is a trend.<\/strong> Using videos in your sales emails can bring you 65% more <a href=\"https:\/\/www.campaignmonitor.com\/resources\/knowledge-base\/what-is-video-email-marketing\/\" rel=\"nofollow\">click-through rates<\/a>.<\/li>\n\n\n\n<li><strong>Email personalization is king.<\/strong> Giving your email readers a personalized experience in your email can<a href=\"https:\/\/backlinko.com\/email-outreach-study\" rel=\"nofollow\"> increase average response rates by 32.7%<\/a>.<\/li>\n\n\n\n<li><strong>Sales reps are not persistent enough.<\/strong> It\u2019s incredible, but 70% of cold emails don&#8217;t receive a follow-up at all. Send follow-ups and be a way ahead of the game.<\/li>\n\n\n\n<li><strong>Follow-ups are a must.<\/strong> Cold email campaigns with 4 to 7 emails per sequence receive three times as many responses as campaigns with fewer than 4 emails per sequence.<\/li>\n\n\n\n<li><strong>Writing emails is very time-consuming.<\/strong> Sales reps <a href=\"https:\/\/blog.hubspot.com\/sales\/how-salespeople-learn?__hstc=196340403.e3f0a001f171048f042e9eddbe977b75.1687341542834.1687341542834.1687341542834.1&amp;__hssc=196340403.1.1687341542835&amp;__hsfp=3707999749\">spend about 21% of their time<\/a> writing emails alone. That\u2019s why AI solutions like ChatGPT have become a part of our reality today.<\/li>\n\n\n\n<li><strong>ChatGTP is a game-changer.<\/strong> Emails, where ChatGPT generated the main body, had an average click-through rate of 4.5%, which is above the industry average of 2.62%, and a 3.2% conversion rate, in contrast to the industry standard of 1.95%.<\/li>\n<\/ol>\n\n\n\n<h2 class=\"wp-block-heading\">Wrapping up<\/h2>\n\n\n\n<p>Sales outreach is a crucial part of your sales routine. If done correctly, it\u2019ll bring you desired conversions, closed deals, and customer loyalty. That\u2019s why you should plan ahead and come up with effective outreach strategies that will help you achieve your sales goals.&nbsp;<\/p>\n\n\n\n<p>Stay proactive, remember to <a href=\"https:\/\/snov.io\/email-verifier\">verify email<\/a> lists after you build your ideal customer profile, and <a href=\"https:\/\/snov.io\/\">Snov.io<\/a> will do the rest.\u00a0<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Sales outreach is a way of contacting and building relationship with your prospective and existing customers over the phone, email, or social media. Here&#8217;s how to outreach effectively.<\/p>\n","protected":false},"author":9,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[300],"tags":[64,10,63],"_links":{"self":[{"href":"https:\/\/snov.io\/glossary\/wp-json\/wp\/v2\/posts\/3171"}],"collection":[{"href":"https:\/\/snov.io\/glossary\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/snov.io\/glossary\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/snov.io\/glossary\/wp-json\/wp\/v2\/users\/9"}],"replies":[{"embeddable":true,"href":"https:\/\/snov.io\/glossary\/wp-json\/wp\/v2\/comments?post=3171"}],"version-history":[{"count":1,"href":"https:\/\/snov.io\/glossary\/wp-json\/wp\/v2\/posts\/3171\/revisions"}],"predecessor-version":[{"id":8067,"href":"https:\/\/snov.io\/glossary\/wp-json\/wp\/v2\/posts\/3171\/revisions\/8067"}],"wp:attachment":[{"href":"https:\/\/snov.io\/glossary\/wp-json\/wp\/v2\/media?parent=3171"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/snov.io\/glossary\/wp-json\/wp\/v2\/categories?post=3171"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/snov.io\/glossary\/wp-json\/wp\/v2\/tags?post=3171"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}