260 Sales Terms From A – Z: B2B Sales Definitions Glossary

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Selling is not always easy, especially when you are marketing to B2B customers. The list of terms that are used in B2B sales is wide and varied. Many of the terms used could be confusing. Even the industry jargon has long since been adopted by the general public. That’s why we have compiled this B2B sales terms glossary with 260 terms and definitions. If you are a B2B sales person, you’ll definitely find this handy.

Being a seasoned veteran in the B2B sales field, you must be aware of the terms that are used in various situations. However, the usage of these terms can vary depending on the client you are dealing with. This article will define the various terms used for B2B sales that are important for you to understand.

B2B sales is the most complex and technical of all business models. Sales professionals need to have a firm grasp of the fundamentals of selling and be able to communicate as effectively as possible with potential clients and partners. This blog will give you a firm grounding in the B2B sales process, with a focus on B2B sales definitions and terminologies that are essential for a successful business.

With AI, new sales technology, and automation at the forefront of the sales echo chamber these days, we thought we’d take a step back and revisit the basics. That’s why we’ve compiled this comprehensive dictionary of sales terminology and definitions to help you recall where it all began.

This handy sales dictionary is for anybody in sales who wants to brush up on the most frequently used sales words, particularly rookie representatives who are still getting their feet wet in the industry.

This document is also recommended for any sales managers or business development executives who are onboarding new sales representatives. This sales glossary is designed to shorten the learning curve for new sales representatives who are encountering B2B sales lingo for the first time.

Special thanks to Acceleprise for assisting us in defining these sales phrases!

A

  • ABC
  • AB Evaluation
  • Account
  • Everything is Account-Based / Revenue
  • ABM stands for Account-Based Marketing.
  • Sales Development / Account-Based Selling
  • Representative for Account Development
  • Account Manager
  • Accounts Payable (A/R) (A/R)
  • Accounts Receivable
  • Affiliated Investor
  • Amortization
  • Analytics
  • Recurring Annual Revenue
  • A.P.I. stands for application program interface.
  • Applicant Tracking System (ATS) is a system that allows you to keep track (ATS) is a system that allows you to keep track
  • AI stands for Artificial Intelligence.
  • Contract Value on Average
  • Average Selling/Sale Price

A-B-C (Always Be Closing)

It’s a sales approach based on the notion that every action a salesperson makes throughout the sales process should lead to a sale.

AB Evaluation (or Split Testing)

AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing the market response to each. For example, you can measure visitor traffic or conversion rate on two different web pages having similar content and purpose.

Account

A record of main and background information on an individual or business client, such as contact information, chosen services, and transactions with your firm, is referred to as an account.

Everything is based on accounts (ABE)

Account-based Everything (ABE) or Account-based Revenue (ABR) is a framework that encompasses full coordination of customized care and management of targeted customer accounts across all relevant organizational units (such as marketing, sales, finance, and product development), as well as the entire customer life cycle from lead generation to after-sales support.

ABM stands for Account-Based Marketing (ABM)

Account-Based Marketing (ABM) is a strategy framework that treats qualified individual prospects or customer accounts as distinct markets deserving of concentrated, hyper-personalized attention from sales, marketing, and other departments.

Account-Based Marketing (ABM) (ABS)

Account-Based Selling (ABS) or Account-Based Sales Development (ABSD) is a primarily B2B selling framework that treats qualified or high-value accounts as distinct markets that require dedicated resource allocation as well as hyper-personalized and multi-point engagement with various departments within your company.

Representative for business development (ADR)

An account development representative (ADR) is a salesperson who focuses on finding, qualifying, and obtaining new leads for account executives to engage, convert, and nurture.

Account manager (AE)

An account executive (AE) is a sales professional who is in charge of one or more client accounts (referred to as a portfolio). They are often charged with not just nurturing and growing the company’s relationships with these accounts, but also converting quality leads into paying customers.

Accounts Payable

Accounts Payable is an accounting item that shows how much your business owes its suppliers, vendors, and other service providers in terms of short-term monetary obligations.

Accounts Receivable

The amount of money owed to you by consumers who have bought a product or subscribed to a service is referred to as Accounts Receivable.

Affiliated Investor

Accredited Investor — Legally, a take-home pay of $200k+ per year (or $300k with a spouse) or a net worth of $1 million or more.

Amortization

Amortization is the process of repaying debt on a set timetable or spreading a write-down over a period of time.

Analytics

The active study of various kinds of data with the goal of finding significant patterns and converting them into insight (such as historical analyses and predictions) or action is known as analytics (such as those intended to improve business performance).

Recurring Annual Revenue (ARR)

The value of contractual, typically subscription-based revenues normalized for one calendar year is known as Annual Recurring Revenue (ARR).

A.P.I. stands for application program interface (API)

The Application Program Interface (API) is a technological foundation for sharing data that is easily accessible.

Applicant Tracking System (ATS)

The Applicant Tracking System (ATS) is a large, sophisticated excel sheet that is used to track the recruiting process.

AI stands for Artificial Intelligence (AI)

Artificial intelligence (AI) is a system of computers, software, machines, and processes that simulates elements of human intellect including visual perception, speech recognition, and reasoning.

Contract Value on Average (ACV)

The average contract value (ACV) is the income generated by a single client over a specified time period. When annualized, it’s termed Annual Contract Value (ACV), and when the income isn’t subscription-based, it’s called Average Purchase Value (APV).

Average Selling/Sale Price (ASP)

The average price of a product in a particular market or channel, or the price a certain class of goods or services is usually sold for, is referred to as the average sale/selling price (ASP).

B

  • B2B
  • B2C
  • B2C2B
  • BANT Framework is a framework that was developed by BANT is a framework that was developed by BANT
  • Salary Base
  • Baseline
  • Email: BASHO
  • BOFU
  • Bonus
  • Bookings
  • Insight into the business world
  • Representative for Business Development
  • Buyer
  • Purchasing Intent
  • Buying Indication

B2B

B2B stands for Business-to-Business, and it refers to a sales, relationship-building, or engagement strategy.

B2C

B2C stands for Business-to-Consumer, and it refers to a sales, relationship-building, or engagement strategy.

B2C2B

Business-to-Consumer-to-Business (B2C2B) is a paradigm for selling, relationship-building, and engagement.

BANT Framework

The BANT framework is an acronym used by sales representatives to qualify leads to see whether they have the necessary Budget, Authority, Need, and Timeline to buy what they’re offering.

Salary Base

The term “base salary” refers to the agreed-upon sum of money paid to an employee as remuneration for work performed.

Baseline

A baseline is a beginning point or lowest level from which additional measurements or comparisons for analysis, forecasts, performance improvement, or plan development may be performed.

Email: BASHO

BASHOEmail is a voicemail and email customer interaction sequence designed to improve the probability of a favorable reaction from prospects.

BOFU

The term BOFU (Bottom Of The Funnel) refers to the last step of the purchasing process, when leads are ready to become paying clients.

Bonus

A bonus is a gift or extra remuneration provided on top of the regular salary or fee, and is often given as a reward for exceptional performance or meeting specific company goals.

Bookings

Bookings are the monetary amounts of net new contracts signed (typically ACV or TCV).

Insight into the business world (BI)

The analysis of (mainly internal) data to guide product and market choices is known as business intelligence (BI).

Representative for Business Development

A business development representative (BDR) or sales development representative (SDR) is a sales professional who is responsible for identifying new prospects, building fundamental connections, and replenishing the sales funnel with new leads for account executives.

Buyer

A buyer is a person or an organization that buys a product or subscribes to a service.

Purchasing Intent

The apparent probability of a person or organization acquiring a product or service as deduced from internet surfing, media consumption, document downloads, and event attendance is referred to as buying intent.

Buying Indication

A buying signal is a verbal or nonverbal indication that a customer is ready to buy. Signing a deal, for example.

C

  • Request for Proposals
  • Sales Model for Challengers
  • Challenger/Champion Test
  • Partner in the Channel
  • Sales by Channel
  • Churn
  • C-Suite / C-Level
  • Clawback
  • Rate of Click-Through (CTR)
  • Client
  • Opportunities that have been lost
  • Won Closed
  • Lost and Found
  • Closing Ratio is a measure of how well a business is able
  • Call from afar
  • Email that isn’t warm
  • Commission
  • Compensation
  • Sale of a Complex
  • Annual Compound Growth Rate
  • Content
  • System for Managing Content
  • Conversion
  • Cost of Goods Sold (Cost of Goods Sold) (COGS)
  • Per-Click Pricing (CPC)
  • The price per impression (CPI)
  • Covenant
  • Cross-Selling
  • Customer
  • Cost of acquiring a customer (CAC)
  • Management of Customer Relationships
  • Customer Satisfaction

Request for Proposals

The procedure by which a business requests that something be offered to them is known as a call for proposal (also known as an RFP). Typically, competitors fight for a client’s business.

Sales Model for Challengers

The Challenger Sales Model is a sales framework that takes a disruptive approach to solution selling, pushing clients out of their comfort zones to accept new business concepts. It’s a reference to the Challenger, one of CEB’s five sales representative profiles (now Gartner). Challenger, Hard Worker, Lone Wolf, Problem Solver, and Relationship Builder are the five profiles.

Challenger/Champion Test

The Champion/Challenger Test is a method of identifying the optimal engagement strategy for a certain market sector, with the Champion being your existing production/servicing paradigm and the Challenger(s) representing new or alternative approaches.

Partner in the Channel

A channel partner is a person or company that sells services or goods on behalf of another company, often via a co-branding arrangement.

Sales by Channel

Channel sales is a technique of grouping and deploying your sales team to concentrate on various distribution channels, such as in-house salespeople, retailers, dealers, and direct marketers.

Churn

The proportion of consumers that quit or cancel a service or product within a certain period of time is referred to as churn.

Executives in the C-Suite or C-Level (CxOs)

Chief Executive Officer (CEO), Chief Technology Officer (CTO), Chief Marketing Officer (CMO), and Chief Financial Officer are examples of C-Level or C-Suite Executives (CxOs) (CFO).

Clawback

Clawback refers to a contractual clause or action in which an employer or donor returns money that has already been distributed to an employee or beneficiary.

Rate of Click-Through (CTR)

The number of clicks on a link (usually an ad) divided by the number of times the page containing the link is shown is referred to as the click-through rate (CTR).

Client

A customer is an entity that pays for goods or services provided by another entity. Also known as a client.

Opportunities that have been lost

Closed Chances is a broad phrase that includes both gained and lost opportunities.

Won Closed

The state of an opportunity is Concluded Won when the transaction has been closed with the prospect/lead who is now a client.

Lost and Found

When a transaction closes without the prospect becoming a buyer, it’s called a closed lost opportunity.

Cold Call

A cold call is an effort to engage a prospect who has no previous awareness of or interaction with the salesperson making the call (through a physical visit or a voice call).

Email that isn’t warm

The use of email to engage a prospect who has no previous knowledge of or interaction with the salesperson sending the email is known as cold email.

Commission

A sales professional gets commission when he or she reaches a certain sales volume or completes one or more commercial transactions.

Compensation

Compensation refers to an employee’s entire remuneration and benefits, which include a base salary, allowances, commissions, bonuses, health insurance, pension schemes, paid time off, stock options, and other perks.

Sale of a Complex

Multiple decision-makers, bespoke service or purchase agreements, and somewhat longer sales cycles are all typical features of complex sales in B2B markets.

Annual Compound Growth Rate (CAGR)

The compound annual growth rate (CAGR) is a metric for comparing growth across time. Consider the CAGR (compound annual growth rate) that takes you from the original investment value to the final investment value – for example, we increased at a rate of 72 percent (not the same value as YoY).

Content

A resource or document published in different formats (such as text, picture, audio, and video) with the goal of informing, engaging, or influencing particular audiences is referred to as content.

System for Managing Content (CMS)

A content management system (CMS) is a program or software application that allows you to produce, edit, save, and manage digital material.

Conversion

Conversion is the process of converting a potential client into a paying customer, or more broadly, the moment at which a user takes a particular action that benefits the marketing or seller.

Cost of Goods Sold (Cost of Goods Sold) (COGS)

The additional cost of manufacturing one item is referred to as the Cost of Goods Sold (COGS) (e.g. one subscription.)

Per-Click Pricing (CPC)

Advertisers pay a bidding fee depending on the number of individuals who click on their advertisements, which is known as Cost Per Click (CPC). Google Adwords and Facebook Ads both use this term often.

Per-Impression Cost (CPI)

Advertisers pay a bidding fee depending on the number of eyeballs exposed to their advertisements when using the Cost Per Impression (CPI) measure. Google Adwords and Facebook Ads both use this term often.

Covenant

A covenant is a formal written commitment that specifies whether or not specific actions will be carried out. NDAs and non-compete agreements are examples of restrictive covenants.

Cross-selling

Cross-selling B2B occurs when a consumer purchases one product and is then given a discount or an incentive for purchasing a second product.

Customer

A customer is a person or an organization that buys a product or joins up for a service provided by a company.

Cost of acquiring a customer (CAC)

The cost of acquiring a new paying client for a product or service is known as customer acquisition cost (CAC).

Management of Customer Relationships (CRM)

Customer relationship management (CRM) is a system, set of practices, and related technology for recording, managing, and analyzing customer data and interactions in order to increase customer engagement and income.

Customer Satisfaction

Client Success is a proactive attitude, function, department, or strategy used by B2B businesses to maximize customer relationships, minimize churn, generate profitability, and enhance recurring revenue predictability.

D

  • Dark
  • Data
  • Outstanding Day Sales (DSO)
  • Sheet of Days to Term
  • Deal Completion
  • Those who make decisions
  • De-dupe
  • Revenue that has been deferred
  • Deliverables
  • Generation of Demand
  • DevOps
  • Dialer
  • Mailing Lists
  • Direct sales are a kind of marketing that involves selling
  • Discount
  • Discovery
  • Assuming the Role of (DBA)
  • Triggering twice
  • Right-Hand Drag
  • Profit from Sales Commissions
  • Drip Marketing

Dark

The condition of a prospect who has grown unresponsive to calls, invites, emails, and other efforts at interaction is referred to as “dark” (e.g., Mr.Brown has gone dark.)

Data

Data is a collection of numerical and qualitative information that may be utilized as inputs or references in calculations, analyses, descriptions, forecasting, reasoning, and planning.

Outstanding Day Sales (DSO)

The period between gaining a customer and receiving payment is referred to as DaySales Outstanding (DSO).

Sheet of Days to Term

Days till the end of the term The period from initial contact to signing is measured in sheets, and the average is 37 days.

Deal Completion (or Closing a Deal)

Deal Closing (or Closing a Deal) is the process of concluding a sales transaction in which the prospect decides to buy a product or subscribe to a service.

Those who make decisions

In the context of sales, a decision maker is someone who has the necessary knowledge and authority to make purchase choices.

Duplicate removal (de-duplicate)

De-duplication (de-duplicate) is the process of removing duplicate data such as records, accounts, contact information, and other data.

Generation of Demand

Demand generation is a marketing strategy that seeks to raise awareness and enthusiasm about a company’s goods and services. It is often used by companies to promote new offers or feature sets, reach new markets, create consumer buzz, and increase customer loyalty.

Dialer

A dialer is a piece of computer software, an application, or an electronic device that automates the act of dialing phone numbers.

Mailing Lists

Newsletters, catalogs, brochures, and other materials are delivered through conventional postal services (such as the US Postal Service) that physically carry packages via direct mail (also called snail mail).

Direct sales are a kind of marketing that involves selling

The technique of selling a product or service at a place other than the connected retail shops or offices, when the seller directly contacts a prospect in a physical or face-to-face setting, such as a house or a café, is known as direct sales.

Discount

A discount is a promotional decrease in the price of a product or service that is often used to increase sales.

Call for a discovery

A discovery call (also known as a qualifying call) is the initial contact with a prospective client to see whether they are a suitable match. It is during this call that the seller may begin to develop rapport, set the tone for the relationship, and learn more about the prospect’s problems.

Assuming the Role of (DBA)

Doing Business As (DBA) is essentially a rebranding or sub-branding, in which the name under which the company operates varies from its legal, registered name.

Triggering twice

When an employee is let go (without reason) during an acquisition, a provision known as “Double Trigger” accelerates vesting.

Right-Hand Drag

A simple majority of investors may use Drag Along Rights to alter the law (usually a sale).

Profit from Sales Commissions

Draw on Sales Commission is a kind of sales remuneration that is paid out ahead of time against anticipated commissions or profits. Also referred to as “Draw Against Commission” or “Draw.”

Drip Marketing

DripCampaign is a kind of automatic response email that is delivered after a certain period of time has passed.

E

  • EBITDA
  • E-Commerce
  • Employee Participation
  • Day’s End (EOD)
  • Engagement
  • Enrichment
  • Enterprise
  • Residence for Entrepreneurs (EIR)
  • Enterprise Resource Planning (ERP) is a term used to (ERP) is a term used to (ERP)
  • EOM
  • EOQ
  • EOY
  • Equity

EBITDA

The accounting method used by big businesses is EBITDA (earnings before interest, taxes, depreciation, and amortization).

E-Commerce

E-commerce is a sector, platform, or environment in which products and services are bought and sold via the internet.

Employee Participation

Employee engagement is the condition, degree, or process of increasing an organization’s employee commitment, as measured by how hard they work to enhance the company’s image, well-being, and profitability.

Day’s End (EOD)

EOD (End of Day) is sometimes known as “Close of Business” (COB)

Engagement

Because of its perceived relevance and advantages to the audience, engagement is the state or process of keeping a particular class of audience (workers, management, consumers, etc.) interested in a business or brand and engaged in its success.

Enrichment

Enrichment is the act or process of increasing the value or improving the quality of something (such as a product, service, or function) in order for the intended beneficiaries (customers, employees, etc.) to have a better experience or to derive a deeper meaning, connection, or attachment to the product or function.

Enterprise

In the context of sales, an enterprise is a reasonably big company with many levels, locations, and divisions that need multi-layer software solutions to enable cooperation across a broad corporate environment.

Enterprise Resource Planning (ERP)

Enterprise Resource Planning (ERP) software aims to consolidate buying, inventory, shipping and fulfillment, product planning, human resources, and other functions.

Residence for Entrepreneurs (EIR)

When a venture capital company employs a successful exited entrepreneur to conduct deal flow/diligence (see also: VCR – VC in Residence), it is known as an Entrepreneur in Residence (EIR).

EOM

End of Month is abbreviated as EOM.

EOQ

End of Quarter is abbreviated as EOQ.

EOY

End of Year is abbreviated as EOY.

Equity

A common stock, preferred stock, or other type of security that represents a company’s ownership stake is referred to as equity.

F

  • a fair market price (FMV)
  • Firmographic
  • a financial year
  • Flywheel
  • Forecasting
  • The The Fortune 500 is a list of the most successful is a list of the most successful
  • Revenue in the Future

a fair market price (FMV)

The amount that a reasonably interested buyer would be prepared to pay for a particular item or service is known as fair market value (FMV). This is very difficult to calculate, yet it is used to value businesses.

Firmographic

A collection of descriptive characteristics of potential organizational consumers that may be used to categorize companies into relevant or applicable market groups is known as firmographics.

a financial year

Fiscal Year is a financial accounting period of one year (that may or may not coincide with the calendar year), which is used by governments and businesses for taxation, budget planning, performance assessment, strategy formulation and other purposes.

Fly Wheel

Customers are seen as an output in the Fly Wheel way of conceiving the sales process. It shows that awareness, pleasure, and engagement may occur at any point throughout the sales process.

Forecasting

Forecasting is the forecast or estimate of a future trend or occurrence based on qualitative, quantitative, and historical data, as well as emerging yet important variables.

Fortune 500

Fortune magazine compiles and publishes a list of the 500 biggest businesses in the United States based on sales each year.

Revenue in the Future

The term “forward revenue” refers to revenue that is expected to be generated over the following 12 months. This is how public SaaS companies are valued. The current median future revenue multiple is 5.0X.

G

  • Gatekeeper
  • Manager of Operations
  • Business Unit for the Whole World
  • Strategy for Getting to Market
  • Gross Profit Margin

Gatekeeper

A gatekeeper is a person (for example, an executive secretary), application (for example, a subscription or authentication interface), or other entity that controls access to a person or object with a desired attribute, such as a premium feature in the case of a software service or the ability to make purchasing decisions in the case of a corporate executive.

Manager of Operations

A general manager is an executive who, depending on the corporate structure, has various degrees of significance and duties, but who usually manages a business unit or a branch, supervising its performance, profitability, and daily operations.

Business Unit for the Whole World (GBU)

A global business unit (GBU) is a semi-autonomous division of a multinational company that focuses on a single industry vertical or a collection of activities, goods, or services on a worldwide scale.

GTM (go-to-market) strategy

A go-to-market (GTM) strategy, also known as a go-to-market plan, is a strategy, set of actions, or road map devised by a company with the goal of maximizing marketing and sales resources in order to establish the value of a new (or re-branded) product or service for consumers and gain a competitive advantage through methods like advertising, distribution, pricing, direct sales, and social media engagement.

Gross Profit Margin

The gross margin is the difference between total sales and the cost of goods sold (COGS). The median real SaaS margin is 71 percent, however what constitutes “excellent margins” in SaaS varies. Be extremely explicit about gross margin if you’re operating a marketplace or transaction revenue company.

H

Horizontal refers to a particular product or market opportunity (for example, purchasing all other medical CRMs to become the only supplier of medical CRMs).

I

  • Ideal Client Profile
  • Inbound
  • Sales that come in from the outside
  • Freelance Software Developer (ISV)
  • Infrastructure as a Service (IaaS) is a kind of cloud (IaaS) is a kind of cloud (IaaS)
  • IPO stands for Initial Public Offering.
  • Messages Received through InMail
  • Inside Sales Representativeresentative
  • IVR (Interactive Voice Response) Systems

Ideal Client Profile (ICP)

The term “ideal customer profile” refers to a kind or class of consumer who has all of the desired characteristics (such as gender, age, geography, financial capacity, lifestyle, brand affinity, and so on) that enhance the likelihood of an opt-in or purchase (your perfect type of client).

Inbound

Cold emails to you, submitted forms on your website, press enquiries, and so on are examples of inbound interest (which may be sales or marketing-driven).

Sales that come in from the outside

Inbound sales is a process, technique, or transaction in which consumers approach, engage, and embrace your brand directly as a consequence of you concentrating on their requirements and deliberately guiding them to your solution.

Freelance Software Developer (ISV)

An independent software vendor (ISV) is a company that focuses on developing and selling software for both mainstream and specialized markets.

Infrastructure as a Service (IaaS)

Infrastructure as a Service (IaaS) is a kind of cloud computing that uses the internet to provide digital computing resources. Along with As a Service (SaaS) (SaaS) and As a Service (SaaS) (SaaS) (PaaS), IaaS is one of three major kinds of cloud services (PaaS). Backend functions such as Amazon Web Services (AWS), Zapier, Docker, and others are examples of IaaS.

IPO stands for Initial Public Offering (IPO)

The selling of shares issued by a private business and sold to the public for the first time is known as an initial public offering (IPO).

Messages Received through InMail

InMail Messages are introduction emails sent to a LinkedIn user with whom you are not presently linked.

Inside Sales Rep

A salesman who performs most sales procedures remotely via the phone or online is known as an inside sales rep.

IVR (Interactive Voice Response) Systems

Interactive voice recording systems are also known as IVRSystems.

K

  • Accounts Crucial
  • Indicators of Key Performance (KPIs)
  • Kickers

Accounts Crucial

Whale spenders or VIP customers are emphasized by sales representatives and customer success; turnover from these customers would be a significant revenue loss for the business.

Indicators of Key Performance (KPIs)

The most important quantifiable values that assist indicate whether an organization or person has achieved goals or a desired level of performance are known as key performance indicators (KPIs).

Kickers

Kickers are monetary incentives or additional commissions given to salespeople in order to encourage them to surpass quota, promote a certain service or product, or target a specific market group.

L

  • Lead
  • Creating Leads
  • Nurturing a Lead
  • Qualification of the Lead
  • Scoring of Leads
  • Value Over Time (LTV)
  • LinkedIn
  • Aversion to Loss
  • Fruit with a Low Hanging Fruit

Lead

A prospect or prospective customer (who may be a person or an organization) who expresses interest in your service or product, as well as any further information about that entity, is referred to as a lead.

Creating Leads

Lead generation is a collection of activities aimed at generating interest in a product or service through methods such as 1. content marketing (blogging, podcasts, free downloads); 2. advertising (PPC, banner ads, Yellow Pages, event sponsorship); 3. referrals (recommendations from existing customers and others); 4. outbound marketing (cold email, cold calling); and 5. partnerships (joint ventures, affiliate marketing).

Nurturing a Lead

Lead nurturing is the act of engaging and developing long-term connections with potential consumers via various marketing methods that help them develop a preference for your products and services.

Qualification of the Lead

The process of evaluating whether a prospective customer has the qualities of your company’s ideal client is known as lead qualification (such as sufficient purchasing ability and a higher likelihood of buying your product).

Scoring of Leads

The practice of giving a relative value to each lead based on several factors with the goal of ranking leads in terms of engagement priority is known as lead scoring.

Value Over Time (LTV)

The entire worth of a client from a business standpoint or in terms of revenue before they churn is known as lifetime value (LTV). Percentage of MRR/churn

LinkedIn

LinkedIn is a professional social networking site.

Aversion to Loss

Loss aversion is a psychological phenomenon in which individuals are more concerned (negatively) about losing money than they are about obtaining the same amount.

Fruit with a Low Hanging Fruit

Low-Hanging Fruit is a term used to describe a group of potential customers or a market niche that needs the least amount of effort to convert into paying customers.

M

  • Artificial Intelligence (AI)
  • Mark-up
  • Marketing
  • Qualified Lead in Marketing
  • Master Services Contract (MSA)
  • Messaging
  • Metrics
  • Mid-market
  • MVP stands for MVP stands for Minimum Viable Product (MVP)
  • MOFU
  • Recurring Monthly Revenue
  • Multi-threading

Artificial Intelligence (AI)

Machine learning is a branch of artificial intelligence in which a computer has the capacity to learn new information without being specifically taught to do so.

Mark-up

The amount added to the original cost price to account for overhead and profit is known as mark-up.

Marketing

The field, collection of activities, or practice of making a product or service attractive to a specific customer group with the ultimate goal of causing a purchase is known as marketing.

Qualified Lead in Marketing (MQL)

A Marketing Qualified Lead (MQL) is a kind of lead that has been determined to have a greater probability of becoming a paying customer than other leads based on a set of criteria.

Messaging

Messaging is the process of conveying your brand’s value proposition, the advantages you provide, and how your target audience interprets that message.

Metrics

Metrics are units of measurement that are used to:

  • Examine a collection of characteristics, such as a firm’s profitability.
  • Determine the cost-effectiveness of a project or an individual’s work performance.
  • Make adjustments or take corrective action.
  • Make precise revenue projections.
  • Make decisions on departmental or corporate strategy.

Mid-Market

The phrase “mid-market” refers to a company organization’s size (revenue, number of workers, etc.) that falls between between small businesses and big multinational corporations serving the same market.

Minimum Viable Product (MVP)

A Minimum Viable Product (MVP) is a development methodology that involves building a new product or website with just the most basic functionality, only enough to satisfy early adopters. The goal is to confirm demand and product-market fit. Usually, this is a rushed, shoddy product created to test whether anybody would purchase it. The objective is to execute quickly.

FUUUUUUUUUU (Middle of The Funnel)

The MOFU (Middle of the Funnel) stage is when a customer does further research to learn more about a solution to their issue.

Recurring Monthly Revenue (MRR)

Monthly Recurring Revenue (MRR) is the amount of fairly consistent and predictable revenue a firm anticipates to earn each month, and is often used in rental and subscription companies. MRR = ARR divided by 12 is the formula for computing MRR.

Multi-Threading

Deals in which your team has connected with several decision-makers on the buyer’s side are known as multi-threading sales.

N

  • Processing of Natural Language (NLP)
  • Assessment of Needs
  • Negotiation
  • Net Asset Value (NAV): (NAV): (NAV)
  • New Business on the Net
  • The The Net Promoter Score (NPS) is a measure of how (NPS) is a measure of how (NPS)
  • Net X

Processing of Natural Language (NLP)

The intersection of artificial intelligence and computer linguistics is Natural Language Processing (NLP). Machines learn to understand human language based on context and utilize it to perform things and follow instructions (for example, Amazon’s Alexa uses NLP to take what you say and run commands with it).

Assessment of Needs

Requirements assessment is a method of examining a system, person, function, or organization in order to determine what it requires in order to reach a desired state or result. It typically include identifying and categorizing particular needs according to their significance.

Negotiation

Negotiation is a process in which two or more parties engage in strategic conversation, discussion, or bargaining with the aim of achieving a mutually acceptable agreement.

Net Asset Value (NAV)

The value per share of a mutual fund or ETF is referred to as Net Asset Value (NAV).

New Business on the Net

A prospect who has recently been turned into a paying customer or an existing account that has been inactive for a long time but has been re-engaged and reactivated as a revenue-generating account is referred to as Net New Business.

Net Promoter Score (NPS)

The Net Promoter Score (NPS) is a metric for assessing a company’s customer loyalty and satisfaction. This survey is usually given on a scale of 1 to 10, with 9-10 being promoters, 6-8 being passives, and 1-6 being critics.

Net X

The term “Net X” denotes that payment is due in X days (typical: Net 30 or Net 60).

O

  • Objection
  • Earnings on Track / Earnings on Target (OTE)
  • Onboarding
  • Opportunity
  • Optimization
  • Organizational Structure
  • Organization
  • Outbound Sales is a term that refers to sales that is a term that refers to sales that

Objection

A prospect’s objection is a stance, remark, or point of view that expresses reservations or disagreement with a specific element or the whole of your sales presentation, lowering the probability of a sale.

Earnings on Track / Earnings on Target (OTE)

On Track Earnings / On Target Earnings (OTE) is a typical sales compensation plan that consists of a basic wage plus a commission. For example, if a sales person meets targets and earns anticipated commissions, this would be their take-home income. OTE is an estimate; depending on performance, over/under quota representatives will earn various compensation.

Onboarding

The process of introducing a new client to your product or service, or the act of integrating a newly recruited person into your workforce or team, is known as onboarding.

Possibility (also SQL, Qualified Lead in Sales)

A lead that has been judged to have a greater probability of opting in, subscribing, or making a purchase based on a set of criteria is known as an opportunity (also SQL, Sales Qualified Lead).

Optimization

The process or act of changing a system, design, or method such that it 1) achieves full functionality or efficiency, or 2) produces the most output, benefit, or effect is known as optimization.

Organizational Structure

The hierarchy, lines of authority, and interrelationships between teams, roles, responsibilities, and functions in an organization are described by the organizational structure.

Organization

A coherent collection of individuals working together who are officially linked by a similar identity (e.g., one team, corporation, club, etc.) and a common goal is referred to as an organization (e.g., business growth, athletic victory, etc.).

Outbound Sales

Outbound sales refers to a procedure in which a seller contacts a potential client directly with the goal of completing a transaction later on, utilizing techniques such as cold phoning, cold emailing, and direct social media outreach.

P

  • Plan of Action
  • Pipeline
  • Software as a Service (SaaS) (PaaS)
  • Plays
  • Contact Points
  • Statement of Positioning
  • Analytical Prediction
  • The Presidents’ Club is a private club for presidents
  • Pricing/Price
  • Pro rata
  • Rights on a pro rata basis
  • Procurement
  • Product
  • Management of the Product Lifecycle (PLM)
  • Lead with Product Qualification
  • Organizations of Professional Employers (PEO)
  • Profitability
  • a demonstration of the concept (PoC)
  • Order for Purchase (PO)
  • Counter-push

Plan of Action

PIP (Performance Improvement Plan) is a method that identifies the actions that failing sales representatives should take to improve their performance.

Pipeline

A sales pipeline is a diagram that depicts where prospects are in the sales process.

Platform as a Service (PaaS)

PaaS refers to offering either a lightweight product with a large number of integrations/apps or simply the marketplace (e.g. Salesforce, Slack, Zapier).

Plays

Plays are a repeatable and personalized engagement strategy, collection of activities, sequence of tactical moves, or agreed-upon selling technique designed to provide the greatest chance of completing a transaction with a particular group of potential clients within a specified time frame.

Contact Points (POC)

The Point of Contact (POC) is the person or unit that represents an entity and is responsible for facilitating decision-making and coordinating information flow to and from the entity.

Statement of Positioning

Sales representatives utilize positioning statements at the start of a sales call to engage a prospect and concentrate on their pain areas.

Analytics Predictive

Predictive analytics is a discipline or technology that use historical data, statistical models, emerging patterns, and other data to make educated predictions about the future, typically in the context of a company’s performance, growth, or viability.

The Presidents’ Club is a private club for presidents

The Presidents Club is a distinguished honor – typically the most desired in a sales organization – awarded to exceptional achievers. The honor usually includes a large cash reward and time spent with the organization’s top executives (vacation, dinner, etc.).

Pricing/Price

The amount of money required to buy a service or product is referred to as pricing.

Pro Rata

A proportionate distribution of revenue, expenditures, or other amounts to their component items based on these things’ initial part of the overall amount is referred to as pro rata.

Rights on a pro rata basis

Pro rata rights relate to an investor’s (usually institutional) right of first refusal (ROFR) to purchase an equal amount of stock that they would otherwise lose due to dilution in the round(s) following the one they initially invested in.

Procurement

Procurement is the process of locating and purchasing products and services, and it often includes demand analysis, bid evaluations, approval requests, and transaction recording.

Product

Anything (an idea, an object, a service, a process, or information) that satisfies a need or a want and is provided to a market, typically but not necessarily at a cost, is referred to as a product.

Management of the Product Lifecycle (PLM)

Product Lifetime Management (PLM) is the process of overseeing the creation, deployment, and termination/disposal of a service or product over its entire lifecycle.

Lead with Product Qualification (PQL)

A Product Qualified Lead (PQL) is a prospective client that satisfies a set of predetermined criteria and has tried a benchmark product(s), suggesting a greater probability of purchasing.

Organizations of Professional Employers (PEO)

A Professional Employer Organization (PEO) is a company that outsources business and administrative services to businesses. Employee benefits, payroll and workers’ compensation, recruitment, risk/safety management, and training and development are just a few of the services that may be outsourced via PEOs.

Profitability

After all relevant expenditures and costs have been subtracted, profitability is the possibility, degree, measure, capacity, or relative efficiency of a company to produce financial benefit (i.e., profits).

a demonstration of the concept (PoC)

A proof of concept (PoC) is a research, prototype, or demonstration designed to demonstrate that a company idea is viable and has the potential to succeed.

Order for Purchase (PO)

A Acquire Order (PO) is a document sent by a buyer to a seller that specifies the services or goods that the customer want to subscribe to or purchase at the specified price.

Counter-push

Push Counter is a dashboard tracker used in certain CRMs, such as Salesforce, to measure how often opportunities are pushed or postponed from period to period.

Q

Quarter

A quarter of a company’s fiscal year is a three-month period used to compare performance, identify or predict business trends, report results, and pay shareholder dividends.

Quota

A quota is a predetermined sales target that a selling unit, such as a sales person or a regional sales team, must meet in a particular time period. Quotas are often used as a measure of success, performance, and eligibility for commissions and other incentives.

R

  • Ramp up
  • Recruiter
  • Referral
  • Business Relationship Management (RBM)
  • Obtaining Information Request (RFI)
  • Solicitation for Proposals (RFP)
  • Request for a Quote (RFQ)
  • Tender Requisition (RFT)
  • Investment Return on Investment
  • Revenue
  • Right of First Refusal is a legal concept that refers to a person’s (ROFR or RFR)
  • Reciprocity Principle

Ramp up

Ramp up may refer to: 1) the condition in which a salesperson or team has reached full productivity (such as quota attainment); 2) the effort or campaign to achieve such a state; or 3) the length of time or pace at which a salesperson or team accomplishes quota. Also known as “Ramp Up Time” or “Ramp Rate.”

Recruiter

A recruiter is a person or organization whose main goal is to locate, evaluate, hire, and onboard individuals as workers or members of a business or organization.

Referral

The act, method, or technique of generating sales leads in which a third party provides information about a potential prospect is known as a referral.

Business Relationship Management (RBM)

Relationship Business Management (RBM) is the process of transforming customer interactions from a transactional to a subscription-based model.

A request for information (RFI) is a business document that seeks to collect textual information about a company’s products and capabilities, such as suppliers. RFPs are more stringent.

Solicitation for Proposals (RFP)

During a procurement process, a Request for Proposal (RFP) is a business document that asks suppliers or service providers to submit a proposal or bid.

Request for a Quote (RFQ)

A Request for Quotation (RFQ) is a business document that requests a detailed quote/pricing from suppliers or service providers for the purchase of an item(s) or the execution of a particular job.

Tender Requisition (RFT)

A Request for Tender (RFT) is a formal procedure that invites suppliers or service providers to make a proposal for the purchase of a certain item, commodity, or service.

Investment Return on Investment (ROI)

Return on Investment (ROI) is a percentage-based statistic that measures an investment’s efficiency or profitability. It is calculated by dividing the benefit (return) by the cost of the investment.

Revenue

Revenue, often known as sales, is the amount of money a company earns during a certain period of time, such as a year or quarter.

Right of First Refusal is a legal concept that refers to a person’s (ROFR or RFR)

The Right of First Refusal (ROFR or RFR) is a contractual right that allows its holder to conduct a particular commercial transaction with a company before it is offered to a third party.

Reciprocity Principle

The Rule of Reciprocity is a social principle that requires people to treat others well in the hopes of being treated well in return.

S

  • SaaS
  • Accelerating Sales
  • Automated Sales
  • Sequence of Sales
  • Champion of Sales
  • Coaching for Sales
  • Cycle of Sales
  • Demonstration of Sales
  • Representative of Sales Development
  • Director of Sales
  • Enabling Sales
  • Conversion Funnel
  • Kick-off of Sales
  • Lead in Sales
  • Manager of Sales
  • Operational Sales
  • Partnerships in Sales
  • Pipeline of Sales
  • The Selling Methodology
  • Productivity in Sales
  • Prospective Clients
  • Prospecting for Sales
  • Sales Qualified Lead
  • Training in Sales
  • Administrator for Salesforce
  • Sandler Education
  • Scraping
  • Segmentation
  • Selling, General, and Administrative (SG&A)
  • Identified Mail/Sender Policy Framework (SPF)/Domain Keys (DKIM)
  • Agreement on Service Levels (SLA)
  • Available Market that can be serviced (SAM)
  • Market that is serviceable and accessible (SOM)
  • Purchase Agreement for Shares (SPA)
  • Agreement of Shareholders (SHA)
  • Signaling
  • Siloed
  • SMBs (Small and Medium-Sized Enterprises)
  • Smarketing
  • Login with a single click (SSO)
  • Selling via social media
  • Software as a Service (SaaS)
  • Capitalization of Software
  • Solution
  • Selling a solution
  • Spiff
  • SPIN MARKETING
  • Stakeholder
  • Work Description (SOW)
  • Corporate Venture Capital/Strategic Investment/Smart Money (CVC)
  • Data that is organized
  • Expert in the Field (SME)
  • Record-keeping system (SOR)

SaaS

Software as a Service (SaaS) is an abbreviation for Software as a Service.

Accelerating Sales

Sales acceleration is the act or practice of accelerating the sales process by using tools and technology that increase salespeople’s productivity and efficiency.

Automated Sales

The act, practice, or method of utilizing software to simplify, speed up, or streamline the whole sales process or particular component tasks like customer tracking, forecasting, and inventory monitoring is referred to as sales automation.

Sequence of Sales

The defined order of operations (such as phone calls and emails) and the frequency with which your sales staff contacts a prospect or an account, as driven by data analytics, is known as the sales sequence.

Champion of Sales

A sales champion is a prospect with clout and authority who also knows and loves your product well enough to advocate for its adoption and success.

Coaching for Sales

Sales coaching is a method of assisting salespeople in improving their effectiveness, efficiency, and influence, mostly via behavioral adjustments and the acquisition of new skills.

Cycle of Sales

A recurring process defined by a predictable series of phases that a business goes through as it sells its goods and services to consumers is known as the sales cycle.

Demonstration of Sales

Sales Demo is the act or process of showing the functions, benefits and value of a product or service as it relates to a particular audience, with the aim of leading the audience towards a purchase.

SDR (Sales Development Representative) or BDR (Business Development Representative) are two terms for the same person (BDR)

A Sales Development Representative (SDR) or Business Development Representative (BDR) is a sales professional who is responsible for identifying new prospects, building fundamental connections, and replenishing the sales funnel with new leads for account executives.

Director of Sales

A sales director is a senior-level executive who manages an organization’s sales activities by 1) directing the development and implementation of national or worldwide sales strategies, plans, and procedures. 2) recommending and reducing departmental budgets; 3) overseeing regional sales managers; and 4) guaranteeing the company’s continued sales development.

Enabling Sales

Sales enablement is a strategic process that equips a company’s salespeople with the tools, technology, training, and other resources they need to enhance their customer interaction and provide value for all parties involved in the sales process.

Conversion Funnel

The Sales Funnel is a graphic representation of the sales process that depicts the phases that potential clients go through as they are guided by salespeople toward a purchase decision.

Kick-off of Sales

Sales Kickoff is a major annual event for sales organizations, typically held as a celebratory gathering where key achievements from the previous year are remembered, new revenue and organizational targets are set, and inspirational talks/strategy presentations/keynote speeches are given by guest dignitaries and top executives to galvanize the salesforce to deliver high performance in the coming year.

Sales Lead

A sales lead is a prospective customer who has 1) shown interest in your products or services and 2) provided contact information.

Manager of Sales

A sales manager is a senior executive who is responsible for leading a sales unit, team, or department by establishing goals and objectives, creating strategies and procedures, assigning duties, and training salespeople.

Operational Sales

Sales Operations is a set of coordinated business processes, strategic initiatives, and other activities aimed at accomplishing organizational objectives, particularly in the areas of sales revenue, market coverage, and growth.

Partnerships in Sales

A structured cooperation between people or organizations focused at improving the sales performance of a product or service for mutual advantage is known as a sales partnership.

Pipeline of Sales

A sales pipeline is a visual representation of where each sales prospect is in the customer life cycle or sales process.

The Selling Methodology

A sales process is a collection of strategic processes or activities targeted at increasing sales by aligning people, market intelligence, methods, appropriate business units, and technology.

Productivity in Sales

Based on sales volume, payroll costs, degree of staff activity, and other variables, sales productivity is a measure that shows how effective a sales unit is in closing sales and generating money for the firm.

Prospective Clients

A sales prospect is a prospective customer for your product or service who satisfies a set of criteria; usually, a sales lead whose financial capability, purchasing power, and desire to buy are deemed adequate to qualify and be promoted to a prospect in the sales funnel.

Prospecting for Sales

Through networking, cold calling, advertising, and other engagement techniques, sales prospecting is the process of discovering, developing, and qualifying a pool of prospective customers or clients.

Qualified Sales Lead (SQL)

A Sales Qualified Lead (SQL) is a prospective client that has previously fulfilled the MQL criterion and has also shown a greater probability of opting in or purchasing. For closing-level interactions, sales development professionals highlight SQLs and send them to quota-driven Account Executives (AE).

Training in Sales

Sales training is the process of developing a salesperson’s skills, behavior, and attitude in order to improve their sales performance.

Administrator for Salesforce

A Salesforce Administrator is a person charged with maintaining high staff productivity and engagement via technology, process changes, and other means; they are also responsible for operating and maintaining the Salesforce CRM.

Sandler Education

Sandler Training is a company that provides sales, management, and leadership training to people all around the globe.

Scraping

Scraping is a method of collecting huge amounts of information from websites. Data harvesting and data scraping are other terms for the same thing.

Segmentation

Segmentation is the practice of separating a big market into different divisions (or segments) based on demographics and other characteristics, with the goal of developing and executing discrete strategies to better engage each segment’s customers.

Selling, General, and Administrative (SG&A)

Selling, General, and Administrative(SG&A) refers to non-production expenses that are often itemized in a company’s income statement under operating costs. These include business management expenses as well as costs incurred in the promotion, sale and distribution of the company’s products and services.

DomainKeys Identified Mail/Sender Policy Framework (SPF) (DKIM)

Email fraud, phishing, impersonation, spam, spoofing, and other harmful online behaviors are all prevented by the Sender Policy Framework (SPF)/DomainKeys Identified Mail (DKIM) verification procedure.

Agreement on Service Levels (SLA)

A service level agreement (SLA) is a contract between a service provider and a customer that details the service’s quality, availability, limitations, and other features.

Available Market that can be serviced (SAM)

The part of the Total Market Addressable (TAM) that a company may reach based on its existing capabilities or track record is known as the Serviceable Available Market (SAM) (i.e., how much of the market you could realistically reach).

Market that is serviceable and accessible (SOM)

The part of your Serviceable Available Market (SAM) that you may realistically capture in the near term is known as the Serviceable Obtainable Market (SOM). The smallest of the three market scales is this one (TAM, SOM, SAM).

Purchase Agreement for Shares (SPA)

A Share Purchase Agreement (SPA) is a document that establishes the fundamental conditions for the purchase and selling of shares between a business, its shareholders, and investors. Also known as a Share Purchase Agreement (SSA).

Agreement of Shareholders (SHA)

A Shareholders’ Agreement (SHA) is a contract between a company’s shareholders that specifies how the company’s operations should be handled as well as shareholders’ rights and responsibilities.

Signaling

Signaling is a process in which a customer expresses interest in buying your product or service via “signals” or triggers such as signing up, attending events, asking inquiries about your solutions, and so on.

Siloed

Because they are operated and controlled as distinct and exclusive bubbles, towers, or “silos,” an organization’s units, teams, or departments lack cooperation, coordination, or synergy. A team that operates in silos loses out on chances to gain from collaboration with other teams. Silo mindset is a term used to describe teams and people that favor such setups.

Login with a single click (SSO)

Single Sign On (SSO) is a technique of gaining access to numerous but separate software systems using a single username and password. Both in terms of cybersecurity and enterprise permissioning, it is seen to be safer.

Small & Mid-Size Business (SMB)

Small & Mid-Size Business (SMB) is a business organization that straddles the middle of the scale between an office/home office (SOHO) and large enterprises, having varying number of employees and revenue level depending on location. In some classifications, a small business has fewer than 100 employees while a mid-sized business has 100-999 workers.

Smarketing

Smarketing is the process of a company’s sales and marketing activities being tightly aligned in order to increase revenue via a single integrated strategy.

Selling via social media

The intentional use of online social networks as sales channels, in which sellers actively interact and build relationships with prospects by exploring their requirements and offering relevant and useful information, is referred to as social selling.

Software as a Service (SaaS)

Software as a Service (SaaS) is a software distribution strategy in which users pay a monthly fee to access and use software. The service is almost usually accessible through the Internet, utilizing cloud and browser technologies.

Capitalization of software

Software capitalization is a technique of accounting that considers software development and procurement costs as fixed assets.

Solution

A solution is a set of ideas, strategies, procedures, technology, and services that work together to assist a company accomplish its objectives or overcome obstacles.

Selling a solution

Solution Selling is a B2B sales technique in which the salesperson investigates the customer’s problem(s) and develops/proposes a solution based on the seller’s goods or services.

Spiff

Spiff refers to a short-term reward – such as a cash bonus, paid vacation, or non-monetary prize – for achieving a goal (e.g., selling the first premium of the day) or completing a certain job (special quota attainment within a specified time frame). When launching new goods or increasing output for a certain time, employers, managers, and other organizations provide incentives. People in the business world sometimes treat spiff as an acronym, associating it with the phrase “Sales Performance Incentive Fund.”

SPIN MARKETING

SPIN Selling is an acronym for four kinds of questions a sales professional should ask a prospect to create a customer-centric selling paradigm and improve closure rate (Situation, Problem, Implication, Need-payoff).

Stakeholder

A stakeholder is a person or organization that has an interest in, or is worried about, a business, process, or product.

Work Description (SOW)

A Statement of Work (SOW) is a project management document that specifies all of the characteristics of work done by a vendor for a customer, including the type, scope, deliverables, activities, costs, and timeline.

Corporate Venture Capital/Strategic Investment/Smart Money (CVC)

Strategic Investment/Smart Money/Corporate Venture Capital (CVC) refers to investments made in startups and companies by venture capitalists (VC), angel investors, and corporations. These kinds of investors offer non-monetary value in the form of market intelligence, customer networks, subject knowledge, branding, and marketing, in addition to financial contributions.

Data that is organized

Structured data is information that is well-organized and can be readily added to, maintained, and searched in a database.

Expert in the Field (SME)

A subject matter expert (SME) is someone who is an authority or expert in a certain area, issue, or field.

Record-keeping system (SOR)

In systems with numerous sources of the same item, a System of Record (SOR) preserves data integrity and acts as the authoritative source for particular data items.

T

  • Target
  • Template
  • Tenor
  • TLD (Top-Level Domain) (TDL)
  • The Funnel’s Top (TOFU)
  • Total Market Addressable (TAM)
  • Total Market Potential
  • Total Amount to Be Paid In (TVPI)
  • Touches
  • Tranches
  • Triggers
  • Twitter

Target/Targeting

Target/Targeting refers to the particular group or subset of prospective customers to whom a business intends to sell its product, as well as the process of strategically identifying and engaging that group.

Template

A template is a generic file with a framework displaying the typical parts or characteristics of a particular kind of document that can be used to quickly and easily generate a new document of the same type.

Tenor

The word “tenor” refers to the length of time a loan has before the financial contract outlining its terms and conditions expires.

TLD (Top-Level Domain) (TDL)

In the Internet’s hierarchical Domain Name System, the Top Level Domain (TDL) is one of the highest-ranking domain types (DNSI). The domain name extensions.com,.info,.net, and.org are examples.

The Very Top Of The Funnel (TOFU)

The term “top of the funnel” refers to the most important part of a sales or marketing funnel, when prospects go through a screening process until only the most likely to buy are left. Prospects (raw leads) that have demonstrated early interest in a service or product as a consequence of inbound marketing and outbound customer interactions are also referred to as inbound leads.

Total Addressable Market (TAM)

The greatest potential revenue opportunity for a company is referred to as the total addressable market (TAM).

Total Market Potential (TAM)

The entire income potential of a product or service, including its future market impact, is referred to as the total available market (TAM).

Total Amount to Be Paid In (TVPI)

The ratio of disbursed and undistributed investments in a fund to the amount of invested capital is known as Total Value to Paid In (TVPI). It’s a statistic that’s often used to assess fund performance.

Touches

Touches are units of milestones or points of contact that are used to track the amount of marketing work required to convert a prospect into a viable, qualified lead. Also known as touchpoints.

Tranches

Tranches are slices or parts of debt or securities that are typically issued in a set order over a certain length of time.

Triggers

Triggers are a collection of signals or events that satisfy specific requirements in order to be deemed a selling opportunity.

Twitter

Twitter is a free social networking site featuring a microblogging service that enables users to share links, pictures, and videos, as well as publish brief messages known as tweets.

U

  • One-of-a-kind selling point or proposition (USP)
  • Economics in Units
  • To the Right and Up
  • Upselling
  • User
  • User Interaction (UX)
  • User-Interface Design (UI)
  • Unicorn

One-of-a-kind selling point or proposition (USP)

A business’s distinguishing advantage (lowest price, best quality, alternative component materials, or novel service features, for example) over other companies serving to the same market or audience is referred to as its unique selling point or proposition (USP).

Economics in Units

The application of economic concepts to a single entity, such as a company or a client, is referred to as unit economics. When seen in this light, figures like Customer Acquisition Cost (CAC) and Lifetime Value (LTV) become useful indicators for a company’s operating model, allowing it to improve margins and profitability.

To The Right And Up

A successful company or sales performance is described as up and to the right, referring to the part of a line graph where positive growth over time is typically positioned; also known as hockey stick growth.

Upselling

Upselling is a sales strategy in which a vendor offers a customer a more costly item, an upgrade, or an add-on in order to raise the average order value.

User

A person who utilizes or consumes a product or service, typically a digital gadget or an online service, is referred to as a user.

User Interaction (UX)

User Experience (UX) covers all aspects that relate to a user’s interaction with a product, service, business, or brand, especially those factors that impact the user’s emotions, viewpoint, attitude, and behavior. In digital marketing, an excellent UX help drive excellent Call-to-Action (CTA) performance.

User-Interface Design (UI)

All of the components that enable humans to access, utilize, and interact with appliances, software, digital devices, and other equipment are referred to as the user interface (UI). Menus, buttons, and hyperlinks, for example, are used on online and mobile sites to help visitors navigate a web page or an app. Knobs, touch screens, levers, and other methods of human contact are used in home appliances.

Unicorn

A unicorn is a startup business with a market capitalization of more than $1 billion.

V

  • Proposition of Value
  • Statement of Values
  • Triangle of Values
  • Vertical
  • President’s Vice President
  • Video conferencing is a method of communicating through video.
  • Machine Virtuel (VM)

Proposition of Value

A value proposition is a statement or message that encompasses the reasons why customers would want to patronize a brand or buy a product, such as advantages and distinctive characteristics.

Statement of Values

A value statement is an official statement that educates an organization’s customers and employees about the company’s main objectives and fundamental values.

Triangle of Values

In evaluating the value of a product or service, the Value Triangle is a sales and marketing concept that explains the interrelationships of three factors: cost, quality, and speed.

Vertical

A vertical market is one in which a company caters to a limited segment of the population, such as a particular industry, sector, profession, or specialty. Manufacturers of jet aircraft engines, for example, serve only to businesses that build or service jet planes.

President’s Vice President (VP)

A Vice President (VP) is a senior executive in an organization who supervises the accomplishment of strategic goals and reports directly to the company president.

Video conferencing is a method of communicating through video.

The technology underlying or the act of creating a visual link between two or more persons positioned in separate places to enable remote communication is referred to as video conferencing.

Machine of Virtue (VM)

Virtual Machine (VM) is a software-based solution that simulates a full and traditional computer environment, complete with operating system and dedicated hardware.

W

  • Warm Greetings
  • Greetings by email
  • Warrant
  • White Capsule
  • Label “White”
  • Wireframes

Warm Call

Warm contacting or visiting a sales prospect with whom the sales professional has had previous interaction, such as at an event or via a recommendation, is known as a warm call.

Greetings by email

Warm emailing is the process or act of sending an email to a sales prospect with whom the salesperson has already made contact, such as at an event or via a recommendation.

Warrant

A warrant is a contractual right that entitles the holder to buy shares in the issuing firm at a set price within a certain time.

White Hat

White Hat is a phrase that refers to good and lawful conduct, but it has also come to refer to authorized actions (such as sanctioned hacking) that would otherwise be unlawful in another environment. Many businesses hire White hat hackers to stress-test and disclose flaws in their computer systems.

Label “White”

A product or service that may be bought by a business entity and lawfully resold, promoted, and distributed under the company’s own brand or trademark is referred to as white label. The majority of these items are ready-to-use and portable.

Wireframes

Wireframes are low-fidelity or rudimentary representations of a service or product that illustrate how they are structured and arranged. Wireframes are one of three kinds of modeling used in web development; the other two are prototypes (a more comprehensive and interactive depiction of a website) and mockups (the most visually-intensive representation to convey styling and visual appeal).

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The B2B sales landscape is filled with unique terms. Some are standard business jargon, others are industry specific, and still others are only used by one company. The purpose of this glossary is to help B2B sales professionals understand the meaning of these terms, and to help sales professionals and business owners remember them when they need to. A simple Google search for a B2B sales term may yield hundreds of results, and most of these are likely to be articles and posts from the web, and often have little content. The result is that many B2B sales professionals have little to no idea what the terms they read mean.. Read more about terms of sales example and let us know what you think.

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This article broadly covered the following related topics:

  • retail sales terminology
  • sales terms
  • sales terminology
  • sales slang
  • business sales terms