Sales Glossary
Your ultimate guide to sales slang
A/B Testing is a testing strategy that compares two different versions of the same product and evaluates which is more effective.
A strongly followed sales approach depicting a rep should always have the motive to close a deal.
Accounts Payable is a kind of liability that the company is yet to pay.
Accounts receivable is the due payment left to be paid by the customer in return for a product or a service.
Accredit, in simple terms, is allowing someone the authority to get credentials.
Affiliate is a term used for a company or person promoting another company's product or service in return for some money on interest as a commission.
Analytics is a process where one analyzes the previous sales, trends, customer behavior and aids in planning the strategy for the next time.
Auction is open bidding where multiple potential buyers gather to buy goods or property, and the one who bids the highest acquires the good or property.
Autoresponder is an automated mail or message triggered on any particular action.
B2B is a business-to-business sales model where a business sells its goods or services to other businesses.
B2C is a business-to-consumer sales model where a business sells its goods or service to its customers directly.
BANT is "Budget, Authority, Need, Timing."Under this framework, a salesperson determines whether a potential buyer will lead to conversion or not.
BASHO is a customized email crafted to target a prospect to get a phone call.
Bluebird is generally a term for sales deals that you strike through surprisingly without pain.
Booking is a reserved day or time in advance for a meeting.
Brag book is a collection of feedback, services, and other details of the sales reps that are used to demonstrate reliability.
Bulk Email is the same repetitive message sent to several people at once. It can be a new policy, sales information, or a monthly newsletter.
Business development is all about developing strategies for a brand.
A person responsible for generating leads and bringing business is called a Business Development Representative.
It is the model that a company uses in generating revenue.
A buyer is someone who receives the benefit of a product or service in exchange of money.
Buying Criteria are the general things that a customer considers while choosing a product or service.
C-Level / C-Suite Executives include Chief Executive officers(CEO),chief Financial Officer(CFO),Chief Technology Officer(CTO),Chief Marketing Office,etc
Sales Cadence are the steps that a salesperson incorporates in the conversion of a deal.
It is a request made by the prospects to reps to provide them with the proposal, imparting brief details of the project they want to accomplish.
Call to action is one-liners mainly used to encourage a prospect to take action.
A case study is the feedback of a customer who has availed your product or service.
The total money used in transactions by a business within a certain period is called cash flow.
It is an approach where a salesperson takes complete control of the sales process.
A champion is someone who markets your product on your behalf in your absence in their organization.
Channel Partner is a term used for individuals or brands who provide services or products on behalf of another brand or business.
Channel sales is a way of selling a product incorporated in numerous ways, including affiliate marketing, direct marketing, etc.
It is a term used to mention those customers who have dropped a particular service or a product.
Clawback is the retrieval of money paid beforehand.
CTR is the ratio of the number of times a link was clicked divided by the number of times the page showed.
A client is someone acquiring a product or service in exchange of money.
It is a term used when a deal is lost.
Closed opportunities include the opportunities where a deal was either closed by winning or losing.
It is a term used when a deal is won, converting a prospect into a customer.
It is the final step of any sales process.
It is the term determining the ratio of deals closed divided by quotations sent.
Co-selling is a process in collaboration with another company sharing the revenue.
A dedicated call to a prospect with the motive to sell goods or services is called a cold call.
A personalized mail to engage new prospects with your brand is what we call cold Email.
When a sales rep approaches a new lead, it is called cold outreach.
The commission is the fixed amount received by a salesperson on closing a deal successfully.
It is the combination of salary aligned with the extra benefits provided to an employee.
Competitive Advantage is a distinct feature that differentiates your product or service from other competitors, which adds on as a benefit in your pocket.
It is a sales approach involving multiple decision-makers, which turns into a longer sales cycle.
A formal meeting of a group of people having the same peers.
Content is certain information available in different formats to keep the audience engaged and educated.
A content Management System is an application or software dedicated to digitally maintaining content creation, modification, and deletion.
Conversion is the term used when a prospect takes action in favor of a sales rep progressing in the sales cycle.
Cost Per Click is a familiar term in advertising.CPC is a model used in advertising where fees are paid based on the number of clicks an ad gets.
The whole amount of goods and services sold under a specific period by a business or organization is the cost of goods sold.
Cost Per Impression is the fee advertisers pay when an ad is presented in front of thousands of visitors.
Covenant is an agreement describing various permitted and unaccepted actions.
When a business offers something extra for free to a customer with the product or service bought, it is called cross-selling.
Customer acquisition is all about getting new customers into the business.
CAC is the cost incurred in getting a new Customer.
It is an insight into how customers select, buy and use a particular product or service.
Customer lifetime value is the total revenue that a business can get from a customer during their deals.
CRM is a computer application or software used to manage customer data and relationships with existing and potential customers through various tactics and means.
Customer Success is the metric of how satisfied customers are with your product or service.
When a customer stops interacting or engaging with you even after several attempts, they're termed dark.
Data is a metric that aids in making informed decisions for sales.
The average number of days a company consumes to get the payment after the sales are called day sales outstanding.
An agreement between two individuals or organizations making it a win-win situation for both concerned parties is a deal.
Deal closing is the last step of a sales process where a prospect turns into a customer or the deal is lost.
The one responsible for making decisions of business is called a decision-maker.
The ability to deliver the emails to the concerned recipients is called deliverability.
The time consumed to deliver a product or service is called delivery time.
Demand is a customer's desire to purchase a product or service at a specific price.
A demo introduces a product or service with all the required steps to a prospective customer.
Physical material or promotional documents are sent directly to the client via courier or postal services in direct mail.
A sales model where a seller sells directly to the customers without any intermediate person or organization is direct sales.
Discount is the deduction in the amount of a good or service mainly used to promote sales.
A discovery call is an initial conversation with the potential customers to determine the future opportunities and get a brief overview of the prospect's business.
When a good or service is sold over the internet, it is called E-commerce.
Email Automation is the approach where customized emails are scheduled in response to a particular message or action.
When an email fails to reach the desired recipient, it is called an email bounce.
With an email finder, you can get anyone's Email on the internet.
Email Marketing is the consistent Email communication with the prospects and customers to maintain relationships and drive sales growth.
ESP is an application or software that enables you to host and manage your email accounts.
Email Tracking is the metric of an email campaign.
Email Verification is the confirmation of an email address.
Under emotion sales, prospects are compelled with the emotional tactics to turn them into a customer.
End of the business day in the financial market.
The interaction between the sales rep and the prospects to develop an emotional touch is called engagement.
Enrichment is the enhancement of a product, service, or anything to drive desired results.
ERP is an application or software that businesses use to manage the day to day business activities.
EOM is the deadline for a project or an assignment to be completed by the last day of the month.
It is the short form of the end of the quarter.
EOY is the short form of End of Year.
An acronym for Features, Advantages and Benefits. This is a term that salespeople and marketers use to emphasize the value of their products or services. This is achieved by highlighting the product's features and positive characteristics, as well as how it will benefit their prospects..
Fair Market Value (FMV), is the price consumers will pay for a product/service in an open and competitive marketplace.
Field sales is a tactic where products and services are sold in person outside the office.
Firmographic can be described as a collection of descriptive attributes about prospective customers of organizations that can be used for classifying firms into market segments.
Fiscal Year is a period of financial accounting that is one year long. It may or not coincide with the year calendar. This is used by governments as well as businesses for taxation, budget planning and performance assessment.
FlyWheel is a way to conceptualize the sales process, in which customers are seen as an output. It shows that awareness, delight, engagement, and satisfaction can occur at every stage of the sales process.
Follow-up is any touchpoint that follows an outreach campaign. If prospects don't respond, the follow-ups can be used to remind them or to grab their attention.
Sales forecasting is a way to predict future sales using historical data and current trends.
Forward revenue is the recurring revenue that will be generated over the next twelve months. This is how public SaaS companies are valued. The current median multiple is 5.0X forward revenues.
Stands for Fear Uncertainty Doubt. This sales technique is used to discourage prospects from choosing to stay with a competitor. It plays on the buyers' fears. This tactic relies on misinformation sharing.
This is the type of content that you can only access by filling in a web form. This content is considered premium and is often used to generate leads. People are more likely to give their personal information if they receive valuable content. As gated content, white papers, industry reports or e-books are often offered.
A gatekeeper is someone in the target organization who prevents you from reaching the decision maker.
A general manager is an executive with different levels of importance and responsibilities, depending on the corporate structure. However, he or she generally leads a unit or branch of a company and oversees its performance, profitability, and day-to-day operations.
Ghosting refers to a sudden and unannounced halt in communication between you and a person..
Global Business Unit (GBU), a semi-autonomous part of multinational corporations, focuses on one industry vertical or set of products or services on a global basis.
This strategy identifies and outlines the steps required to enter new markets and succeed in them or attract new customers. This is achieved by highlighting and gaining a competitive advantage.
The go-to-market strategy refers to a tactical plan that promotes product releases and generates sales.
Unsubscribed contact on your list will receive an automated message. In the event that the contact unsubscribes, such a message should include a resubscribe option.
Gross Margin is the difference between total sales and cost of goods sold (COGS). The median for true SaaS companies is 71%. But what are "good margins"
Guided selling is a sales process that uses AI and machine learning to gain actionable insights into buying processes for better outcomes.
Hard selling is a sales technique that puts high pressure on prospects and uses direct sales language to close sales as quickly as possible.
Spam traps are usually disguised as regular email addresses that ISPs use to catch spammers. These email addresses can be found on email lists purchased online, but it is possible that an email address in your database that has not been active for a period of time could be used as a honey pot.
Horizontal is a market opportunity or offering that is unique to Horizontal. You can buy all other medical CRMs to be the sole provider of medical CRMs.
Link on a website or in a document or email that links to another place on the web page or in a document. It can also take you to a completely new document. It is used by website visitors and email recipients for easier navigation of the document or website.
IVRSystems - interactive voice recording systems.
The ideal customer profile (ICP), is a hypothetical company that would be most benefited by what you have to give and also offer the greatest value.
InMail Messages can be used to introduce yourself to another LinkedIn member that you are not currently connected with.
Inbound is a term that describes sales and marketing strategies that are aimed at engaging prospects and nurturing them.
This metric measures pipeline development. This metric measures the increase in qualified leads month-over-month.
Inbound sale is a method, process, or transaction in which customers approach, engage and embrace your brand. This is achieved by focusing on their needs and leading them strategically to your solution.
A person with the ability to influence others in the buying process is called an influencer.
The initial public offering (IPO) is the sale of stock by a private company to the public.
Inside Sales Rep refers to a salesperson who can conduct most of their sales process remotely, either online or over the phone.
Inside sales are the absence of physical contact between buyer and seller during the customer journey.
An emotional sale, on the other hand, tries to push the right emotional buttons. Intellectual sales appeal to prospects' logic and help them see why a product/service is a quick, affordable solution to their problems. This approach is more business-oriented than an emotional sale.
Spamming technique in which the sender creates a fake email address to appear that all spam is coming from another domain or sender than it actually is. This attack was originally intended to damage the reputation of the sender. However, it is now used to trick recipients into opening spam messages believing that they are coming from a trusted source.
A key account is a customer who makes repeat purchases and leads to long-term, sustainable partnerships with the seller.
Key performance indicators (KPIs), are the criteria that assess the effectiveness of a company and a team in reaching specific goals.
Kickers are monetary incentives or additional commissions that are offered to sales professionals to help them exceed their quotas, promote a product or service, or target a certain market segment.
It stands for Listen, Acknowledges and Identify the Objection. This is a way to handle sales objections. Active listening is used to reframe your prospect's objection and show why they will benefit from your offer.
This is a standalone website that can be used to generate leads through a campaign. It offers a specific offer and is meant to encourage marketers to capture the contact information of visitors and motivate them to take action. After clicking on an advertisement, marketing email, optimized result search, or promotion, prospects land on a landing page. A landing page's copy is an extension of the ad that leads to it.
A lead is a prospect or potential client (who could be an individual or an organization) who shows interest in your product or service.
Lead generation refers to the act of initiating contact with people that might be interested in your product/service..
Lead nurturing refers to building relationships with potential customers from the initial contact all the way through the purchase.
This methodology is used to evaluate and rank leads according to different criteria, such as their behavior, level of interest. To identify those that are ready to sell, a number scale is used. Each lead is given a relative value. This allows sales and marketing to decide the priority of engagement and then focus their attention on those leads that can close quickly.
L2RM (lead-to-revenue management) is a collection of sales and marketing strategies that aims to engage customers using revenue as the key metric.
LTV (Lifetime Value) refers to the customer's total value from a business perspective. It also includes revenue before they churn. MRR/churn%
LinkedIn is a social network that connects business professionals.
List hygiene refers to the practice of keeping an email list clean and current. This is essential for high deliverability.
Loss Aversion refers to a psychological effect in which people feel less strongly about losing money than they feel about gaining it.
Low-Hanging Fruit is a group of potential consumers or market segments that require the least effort to convert into paying customers.
Margin refers to the revenue from selling a product/service.
Marketing refers to the practice, field, or set of actions of making a product, service, or product desirable to a targeted consumer segment with the ultimate goal of influencing a purchase.
This technology automates repetitive and manual tasks in sales and marketing, thereby allowing companies to generate, nurture and convert leads more efficiently.
Marketing Qualified Lead (MQL), is a lead type that has been assessed based on a set of criteria to be more likely to become a paying customer than other leads.
To cover overhead costs and profit, mark-up refers to an increase in the cost price.
Messaging refers to the communication of your brand's value proposition and benefits, as well as the meaning that such communication has among your target audience.
"Metrics refer to quantities that can be measured and used to: - You can assess a number of factors, such as the company's profitability. - Assess cost efficiency and job performance. - Corrective or remedial actions should be taken. - Forecast revenue accurately - Formulate departmental or corporate strategies."
Based on their revenue and size, companies that fall in the middle of the market are small businesses or large corporations.
This is the middle stage in the buyer's journey. These prospects are already in your database and are actively engaging with your brand.
This is a product development technique that builds a new product or service with only enough features to satisfy early adopters. They will then provide feedback that will guide future development.
This tactic is used to build rapport with prospects by adopting their verbal, non-verbal, and physical behaviors and cues. Mirroring can be a powerful selling technique because it uses different prosodic elements of language, such as tone, mimics, body language, and body language.
MOFU (Middle of The Funnel), is where prospects conduct further research to find out more about the solution to their problem.
A monthly income is an important metric for subscription-based companies. It's the amount of income they can expect to get.
Multi-Threading deals are those in which your team has made contact with multiple decision-makers on the buyer's side.
Natural Language Processing (NLP), is the intersection of artificial intelligence, computational linguistics, and natural language processing. This is where machines are able to understand human language using context meanings. They can then use that information to perform tasks and obey commands (e.g. Amazon's Alexa uses NLP (Natural Language Processing) to interpret what you say and execute commands.
A Needs Assessment is a process that identifies the prospect's primary goals and needs, as well as their underlying motivations.
Negotiation refers to a conversation between buyer and seller that aims at reaching a mutual understanding.
Net new business is any customer that has been acquired or reactivated and generated revenue.
Net Promoter Score (NPS), a metric that measures customer satisfaction, identifies how likely customers are to recommend your company to others.
Net X means that payment will be made within X days (typically: Net 30 or net 60).
Networking refers to the act of establishing social connections through interactions with other people and businesses.
Regularly sent informative and educational emails - each week or every month. They provide valuable information to recipients that increases brand awareness and visibility.
Sales reps may spend their time doing paperwork and administrative tasks that aren't directly related to sales. In other words, anything that doesn't fall under the umbrella of prospecting, nurturing and qualifying, scheduling calls and demos, closing, or any other sales-related activity, is likely an NSA.
An out-of-office message is an email sent to someone when they are on vacation or away from their usual place of work. They cannot reply to emails.
An out-of-office email (or OOO) is an automated message used to inform senders that the recipient has been removed.
On Track Earnings/On Target Earnings (OTE), refers to a common sales structure that includes a base salary and a commission. This would be, for example, the sales rep's take-home pay if they meet quotas or earn expected commissions. OTE is an estimate; different quota reps may earn different salaries depending on their performance.
Onboarding refers to the process of welcoming a new customer into the purchased product/service.
A qualified prospect is an opportunity to sell and is likely to be a paying customer.
A person who subscribes to an email newsletter or a list, or allows a company to send them offers and emails.
Optimization refers to the act or process of optimizing a system, design, or procedure so that it 1) achieves full functionality or efficiency or 2) generates maximum output or benefit.
An organization's structure is the way in which hierarchy, lines, and authority are determined. It also defines roles, responsibilities, and functions within an organization.
An organization is a group of people who work together and are formally bound by identity (e.g. one club, team, or company). A common goal (e.g. business growth, athletic success, etc.)..
Outbound sales is a process in which the seller initiates contact directly with a prospective customer to close a deal. This can be done using cold calls, cold emails, or direct outreach via social media.
Outreach is the proactive contact with potential customers in order to generate new business and create engagement.
Overselling is when you offer a prospect more than they need or want.
A package sale is when multiple products or services are offered in a single bundle.
Your prospective customers may be suffering from pain points.
The Performance Plan, also known as PIP, is a strategy that identifies the actions sales reps who are underperforming should take in order to achieve optimal performance.
Personal selling is a traditional method of selling. A salesperson meets with a prospect face-to-face to persuade them to buy.
Personalization refers to the creation of a personalized buying experience for a prospect.
It is a method of obtaining sensitive information, such as usernames and passwords or credit card numbers, by asking email recipients or website visitors to click on fake links that appear to be legitimate sources. This is a common method of identity theft.
A pipeline, also known as a sales pipeline, is a visual representation of the buyer's journey from initial contact to closing.
A sales pitch is a brief presentation that convinces a potential buyer or client to buy your product or service.
Platform as a Service (PaaS)refers to either a lightweight product that has tons of integrations/apps or just the marketplace (e.g. Salesforce, Slack, Zapier).
A sales playbook describes your sales tactics and sales processes. It also sets clear goals for each member of the team.
An approach to sales that involves a series of steps, predefined and agreed upon, for engaging a specific group of prospects over time. This is done in order to increase the chance of closing a deal.
Point of Contact (POC), the unit or person representing an entity, is typically charged with facilitating decision-making and coordinating the flow of information between the entities.
Positioning refers to the creation of a brand or product image in a target market.
To engage prospects and to focus on their needs, sales reps use positioning statements at the beginning of a sales call.
Predictive Analysis is a field or tool that uses historical information, statistical models, emerging trends, and other information to make an informed prediction about the future. It usually concerns the performance, growth, or feasibility of a company.
This is a scientific field that analyzes historical data and uses statistical algorithms and machine learning to predict future outcomes, trends and behavior. This technique allows salespeople to predict the behavior of their prospects and make informed decisions.
The Presidents Club is a highly coveted award that is often the most sought after in a sales organization. It is given to exceptional performers for their outstanding achievements. This award is often accompanied by generous prizes and time (vacation, dinner, etc.) spent with key executives of the organization.
Pricing strategy is the method a company charges its customers for its products and services.
Pricing/Price refers to the price paid for the product or service.
Pro-rata, a Latin expression, refers to a proportional allocation between income, expenses, or other quantities to their components based on the original share of each item in the total amount.
Pro-rata rights are the right to first refusal (ROFR), which is granted to institutional investors. This allows them to purchase an equal amount of equity they would lose due to dilution in subsequent rounds.
A product is anything that fulfills a need or desire and is offered to the market at a cost.
A Product Qualified Lead (PQL)is a potential customer that meets predefined criteria and has previously used a benchmark product. This indicates a higher likelihood of making a purchase.
Leads are individuals or organizations that have used the product for a limited time, received a free trial or other benefits, and felt that they were able to benefit from it. A positive experience with the product increases the likelihood that the lead will become a paying client.
Professional Employer Organizations (PEO) is a firm that provides business/administrative services that employers can outsource. Many services can be outsourced through PEOs, including employee benefits, payroll, workers' compensation and recruiting, risk/safety, and training and development.
After deducting all costs and expenses, profitability refers to the business' potential, degree, metric, or relative efficiency in generating financial gains (i.e. profits).
Proof of Concept (POC), is a study, prototype, or demonstration that proves a business idea can be implemented and is viable.
A sales proposal is a document that a salesperson uses in order to sell their product/service to potential buyers.
Prospects are potential customers - individuals or organizations that match your customer profile and may be interested in purchasing from you.
Prospecting is the act of reaching out to qualified leads in order to find out if they are interested in your product/service.
According to this sales strategy, companies give their prospects the opportunity to test out their product for free. They believe that once they have used it, they will become more attached to it and decide to buy it. This approach is based on the idea that most people won't return a dog they have only owned for a few days.
A Purchase Order (PO), is a document that a buyer issues to a seller to identify the services or products they intend to subscribe to or buy at the specified cost.
Push Counter is a dashboard tracker that Salesforce uses to monitor when an opportunity is closed from period to period.
A quarter is a period of three months in a company's fiscal year that is commonly used to compare performance, forecast or detect business trends, report earnings, and pay shareholders dividends.
Quota refers to a target sales volume that the sales team should reach in a given time frame (month, quarter, or year).
Quota attainment is the salesperson's sales total, expressed as a percentage of their quota for that period.
Ramp-up can refer to 1) the point at which full productivity, such as quota attainment, has been reached by a salesperson/team; 2) the effort or campaign required to achieve this state; or 3) how long or how quickly a salesperson/team achieves quota. Also known as "Ramp Rate" and "Ramp-up Time".
A recruiter is an individual or agency whose primary goal is to hire, assess, and hire employees for a company or other organizations.
The predictable income that a business can continue to receive in the future is called recurring revenue.
Referrals are when an existing customer refers your product/service (or any other service) to someone they know who may be interested.
Relationship Business Management (RBM), is the process of changing customer interactions from transaction-based to long-term subscriptions.
Relationship selling refers to a method of selling that builds a personal connection between buyers and sellers in order to close a sale.
This is an important metric to measure the effectiveness of email campaigns. This is the number of people who responded to your email.
A Request for Information (RFI), a business document, is used to collect textual information on the capabilities and offerings of business entities like vendors. RFPs are less rigorous than RFIs.
Request for Proposal (RFP), a business document, is used to request vendors or service providers submit proposals or bids during a procurement process.
Request for Tender (RFT), is a formal process in which suppliers and service providers are invited to submit bids for the purchase of an item, commodity, or service.
Request for quotation (RFQ) is a business document that asks suppliers or service providers for a detailed quote/pricing to purchase an item or complete a task.
Resellers are people or companies that purchase products in order to sell them to others.
This email design is designed to work on any size screen.
This practice is also known as remarketing. It involves serving ads to people who have visited your website before but did not convert or make a purchase.
The strategy you use to retain your customers is called retention.
The ROI (Return on Investment) refers to the percentage of profit that is generated by purchase or strategy relative to the initial investment.
Revenue refers to the total earnings from the sale of products or services.
Right of First Refusal (ROFR or RFR), is a contractual right that allows its holder to choose to execute a business transaction with an entity prior to any third-party offer.
Rule of reciprocity is a sociological principle that encourages people to treat others in a positive manner with the expectation that they will be treated the exact same.
SEO stands for search engine optimization. This is the practice of optimizing your website to be more easily found by search engines and potential customers. SEO employs different tactics and tools to increase visibility and rank websites in search engine results.
SPIN Selling stands for Four Types of Questions (Situation Problem, Implication, and Need-Payoff). Sales professionals should ask prospects these questions to help establish a customer-centric selling paradigm. This will increase the closing rate.
This type of analysis is used to determine the strengths, weaknesses, opportunities, and threats of an organization or individual in order to identify what needs to be improved. When it comes to defining objectives and goals, a SWOT analysis can be extremely useful.
Cloud computing is a type of software distribution model that hosts applications online. These apps can be accessed via their browsers through cloud technology.
Sales acceleration is a term that refers to techniques, tools, or technologies that can help businesses accelerate their sales processes and make them more efficient.
Sales activities refer to all actions and tasks that are related to or contribute to the selling process.
A sales audit is a detailed analysis of the sales process using quantitative historical data.
Software is used to automate sales processes.
A Sales Champion is a prospect who has influence and authority and who likes your product enough to advocate for its adoption.
Sales coaching is the process of helping sales professionals to improve their performance, efficiency and impact, primarily through behavioral changes and the acquisition of new skills.
Sales communication refers to the exchange of messages between salespeople and leads.
The sales cycle is the sequence of steps required to close a deal. It is part of a team's selling process.
A sales demo is an act or process that demonstrates the benefits, value, and functions of a product/service to a specific audience with the goal of convincing them to buy.
Sales development is the activity that takes place in the initial stages of a sales cycle, i.e. Research, prospecting, and outreach are all important aspects of sales development.
A sales director is responsible for overseeing the entire sales function of a company. The director supervises the work of sales managers and their teams.
Sales enablement is about giving your sales team the tools and resources they need to sell more effectively.
The sales funnel shows the conversion rate and a number of prospects at each stage in your buyer's journey.
With the aid of technology, sales intelligence is the process of gathering actionable insights about prospects and customers.
The annual sales kickoff is a meeting of the sales team that celebrates last year's accomplishments and lays out the strategy and roadmap for the next year.
A sales lead is a potential customer of your product or service. They have 1) expressed an interest in your offerings and 2) shared their contact information.
The sales manager is responsible for coaching and supervising a sales team.
Sales operations refer to the activities and processes that enable and support a sales team's effectiveness and efficiency.
Sales partnerships are a formal collaboration between individuals and organizations that aims to increase the sales of a product/service for mutual benefit.
Sales Pipeline is a visualization that shows the status of each prospect during the customer's life cycle.
The sales process is a set of steps that can be repeated and used to convert prospects into paying customers.
Sales productivity is the ratio of sales closed to work done. Any actions that reduce time, cost, or effort required to close a sale will increase their sales productivity.
A sales prospect is a potential customer of your product/service who meets certain benchmarks. Typically, a sales lead with sufficient financial capability, buying authority, and willingness to buy is enough to be considered and upgraded to the sales funnel.
The process of selling is about finding and qualifying potential clients or buyers through cold calling, networking, and other engagement methods.
A Sales Qualified Leader (SQL), is a potential customer who has met the criteria for MQL, and has shown a greater likelihood of opting-in or making a purchase. Sales development representatives flag SQLs and forward them to quota-driven Account Executives for closing-level engagements.
A sales script is a pre-made outline that salespeople use to guide sales calls.
The sales sequence is the set of touchpoints between a salesperson (or their leads) within an outreach campaign.
A sales stack is a collection of software tools that a sales team uses to support their day-to-day activities.
A sales strategy is a detailed plan that gives a clear direction to your sales team about how to sell your product.
Sales training is a series of activities that aims to improve the skills and techniques of salespeople.
Sales velocity refers to the speed with which leads move through your pipeline in order to bring you revenue.
Salesforce Administrator is a term that refers to a leader or manager who has the responsibility of maintaining high employee productivity through technology and process improvements. They also have the responsibility to manage and maintain Salesforce CRM.
Sandbagging refers to the practice of holding back certain deals that are in the pipeline until the next month, once they have reached their quota.
Sandler Training is a training organization that trains professionals all over the globe in sales performance, leadership, and management.
Scraping refers to the extraction of large amounts of data from websites. Also known as data harvesting or data scraping.
Segmentation is the process of dividing a large group into smaller segments that meet specific criteria.
Selling, General, and Administrative (SG&A)are non-production expenses. These expenses are often listed under operating costs in a company's income statement. These expenses include both business management and costs incurred in promotion, sales, and distribution of company products and services.
Sender Policy Framework (SPF/DomainKeys ID Mail (DKIM), verification is an online security process that protects against email fraud, phishing, and impersonation as well as other malicious online activities.
A score that is assigned to an individual or organization who sends out emails is called the "Sender Reputation".
Service-level agreement (SLA) is the document that confirms the commitment and defines the deliverables that the vendor is obliged to provide to the customer.
The Serviceable Available Market (SAM), is the percentage of Total Addressable Market that a business can reach based on its capabilities or past track record (i.e. how much of this market you could realistically reach).
A Serviceable Obtainable Market is the market that you are able to capture within a short time. This market scale is the smallest (TAM, SOM, and SAM).
Share Purchase Agreement (SPA), is a contract between a company and its shareholders and investors that establishes the terms and conditions for the sale and purchase of shares. Also known as Share Sale Agreement (SSA).
Shareholders' agreement (SHA) is a contract between shareholders that specifies how the company should operate and stipulates the rights, obligations, and responsibilities of shareholders.
Side-selling refers to the practice of selling complementary products and services to prospects who are already using your main product.
Signaling refers to the process by which a customer conveys their willingness to buy your product or services. This can be done using "signals" such as being willing to sign up, participate in events, ask questions about your solutions, and so on.
A block of text at the bottom of an email message is an email element. It includes the sender's name and contact information.
Siloed refers to an organization that has no collaboration, coordination, or synergy. It is made up of units, teams, and departments that are managed in separate bubbles, towers, or silos. Siloed teams miss out on the opportunities to gain from interaction with other teams. Individuals and teams who favor such arrangements are known to have a "silo mentality".
This term refers to the lack of communication and collaboration between departments within a company. This means that sales, marketing, or other organizational units are managed in separate "silos".
Single Sign-On (SSO), a method that allows multiple software systems to be accessed using one ID and password. This method is safer in cybersecurity as well as enterprise permissions.
A small and Mid-Size Business (SMB), is a business that sits in the middle between an office/home office and large enterprises. They have varying numbers of employees and different revenue levels depending on where they are located. A small business may have fewer than 100 employees, while a medium-sized business might have between 100 and 999 employees.
Telemarketing is also known as Smile and Dial. Making cold, unsolicited calls to leads.
A snippet is a brief first paragraph of an email that the recipient sees before opening it.
Social proof is the ability to influence our behavior and choices by observing the attitudes and actions of others.
Social selling is a method of selling that uses social media to connect with, engage and nurture prospects.
Software capitalization refers to an accounting technique that considers expenses related to software development or procurement as fixed assets.
A solution is a combination or combination of ideas, strategies, and processes. It helps organizations achieve their goals and overcome challenges.
Solve-it selling is a sales strategy that offers specific products or services in order to solve the prospect's problems.
Spam is an unwelcome commercial email sent to large numbers of recipients.
Spiff is a quick-received incentive, such as a financial bonus, vacation, or another non-cash prize, for achieving a milestone (e.g. first premium sale of a day) or performing a specific task (special quota attained within a given time frame). Managers, employers, and other entities may offer spiffs to encourage new products or increased production over a period of time. Sometimes, spiff is used as an acronym by business people. They use the words "Sales Performance Incentive Fund", to explain its meaning.
This is a malicious and fraudulent technique spammers use to trick recipients into opening the unsolicited emails and responding to it. They pretend to be trusted sources and are known to them. They use this method to obtain sensitive information, such as credit card numbers and access to financial accounts.
A stakeholder is someone who participates in decision-making within an organization.
Statement of Work (SOW), is a document that describes the deliverables the customer will get as part of the service.
Strategic Investment/Smart Money/Corporate Venture Capital is a term that refers to venture capitalists, angel investors, corporations making investments in startups, and other businesses they consider promising. These investors provide more than just cash investment. They also offer non-cash value like market insight, customer networks, and domain expertise.
Structured data is highly organized information that can be easily added to, managed and searched for in a system.
A headline that introduces the email to recipients. It is displayed in their email inbox. It is displayed in the email message list and can be used to determine whether or not a recipient opens an email.
A Subject Matter Expert (SME), is someone who is considered to be an authority or expert in a specific domain, topic, or field.
System of Record (SOR), an information storage and management platform, protects data integrity and acts as the authoritative source for data items that are not available from multiple sources.
A target is the number of sales that must be reached or exceeded within a given time period. Sales targets can also be described as sales goals. If we are talking about marketing, however, the term "target audience", refers to a specific group or segment to which a company intends to sell its products or services.
Targeting is a strategy that targets a particular audience segment. It involves highly customized interactions with them.
A template is a document that can either be modified or used to create other documents.
Tenor is the time required to settle a loan fully before the financial contract that defines its terms and conditions expires.
A tire-kicker is someone who appears to be interested in the product but does not have the authority or intention to purchase it.
This is the uppermost and largest section of the sales funnel. It corresponds to the awareness stage of the buying process. This is the stage of the buyer's journey. The top of the funnel is where prospects with initial interest enter the sales process. They are then being screened to determine if they're the right match. The top of the funnel refers to sales and marketing activities that target prospects at the top of the funnel.
Top-Level Domain (TDL), is one of the most highly ranked domain types in the hierarchical Domain Name System of the Internet. These domain extensions include.com,.info,.net, and.org.
Total Addressable Market (TAM), refers to the highest revenue opportunity for a particular business.
The Total Available Market (TAM), which refers to the potential revenue for a product or service and its future market imprint, is the total market.
Total Value to Paid-in (TVPI) is the ratio of the fund's distributed and unrestricted investments to its capital. This metric is often used to evaluate fund performance.
The sales process refers to all interactions or contacts between salespeople and potential customers.
The units of milestones and points of contact that make up the touches measure how much marketing effort is required to convert a prospect into an actually qualified lead. Also known as touchpoints.
Transactional selling is a method that targets prospects to purchase the product, regardless of whether it meets their needs.
Tranches are slices or portions of securities or debt that are often released in a specific sequence based on specified time periods.
Events that signal to sales reps that a prospect meets certain criteria. These criteria qualify the prospect as a potential sales opportunity.
Twitter is a social network that you can join for free. It allows you to share images, videos, and short tweets.
Startup whose market value is more than $1 billion
A unique selling point (USP), is a benefit that sets your product or services apart from other products.
Unit Economics is the application of economic principles to a single entity, such as a company or customer. This makes quantities like Customer Acquisition Cost (CAC), and Lifetime Value (LTV) meaningful metrics that can be used to help businesses improve their operational models in order to increase profitability or margins.
Unit sales refer to the total sales of a product in units, not dollars.
The description of a successful business or sales performance is up and to the right. Also known as hockey stick growth, this is the area of a line graph that shows positive growth over time.
Upselling refers to the selling of an item that is more expensive or has an upgrade to help increase the order value.
Sales urgency refers to situations in which a prospect must act immediately.
A user is a person who uses or takes advantage of a product or service. This can be a digital device or an online service.
This concept encompasses the end-user's expectations, beliefs, perceptions, beliefs, and other factors that affect how they feel about a product, service, brand. These perceptions are formed from end-user experiences with the product, brand, or service in question.
There are many features that allow users to interact with an app or device. The points of interaction between users with apps/machines are, for example, the dashboard, keyboard, mouse, keyboard, menus, and buttons.
Consumer content can be any combination of social media posts, videos, and blog posts as well as opinions or reviews. Brands can reap the benefits of encouraging customers to create content. This is because it is more authentic and genuine than branded content, and customers are more likely to trust reviews and comments about brands.
The value proposition describes the positive outcomes that a customer will experience by purchasing your product/service.
A value statement is an official declaration that informs customers and employees about the company's top priorities as well as its core beliefs.
The Value Triangle concept is used in marketing and sales to describe the interdependence of three factors: price, quality, and speed when determining the value or product.
Variable refers to a text field within a template that is automatically replaced by the selected data.
Vertical refers to markets where a business targets a narrow group of customers, such as a particular industry, sector, or profession. Manufacturers of jet plane engines, for example, cater to only companies that make or maintain jet aircraft.
A vice president (VP) is an executive who oversees a particular operation or unit of an organization and reports directly to its president.
Video Conferencing is the technology behind or acts of creating a visual connection between people located in different locations. This facilitates remote communication.
Virtual Machine (VM), a software-driven solution, simulates a conventional computing environment with an operating system and dedicated hardware.
A virtual sales assistant supports a salesperson by performing routine, daily tasks.
Virtual selling is a process of selling online that does not require physical contact between buyer and seller.
Warm Call refers to the act or process of calling or visiting a prospect who has been in contact with the sales professional before, such as at an event or through a referral.
Warm calling is when you reach out to someone who has had contact with you before over the phone.
A warm email is an email exchange with a prospect who has been in contact before, either at an event or through a referral.
Reaching out to a prospect you have had previous contact with. This is communication with prospects who are already familiar with you and your company via email, phone calls, or other channels, such as social media.
Warm calling is when you reach out to someone who has had contact with you before over the phone.
A whale, or a white whale, is a VIP prospect that can bring in a lot of money for an organization. It is a lucrative deal.
An acceptable set of legal and lawful SEO practices that are in line with search engine optimization guidelines.
An unbranded product or service that is available for purchase by a reseller. These products are typically lighter and sell at a lower cost than their generic counterparts.
Wireframes can be used to show the structure and organization of a service, product, or both. Wireframes are one of three types in web development. The other two are prototypes (a more detailed and interactive representation) and mockups, which is the most visually intensive representation to convey styling and visual appeal.
A company's inability or inability to achieve maximum output from its inputs is due to lack of competition.
A currency that is circulating or being traded on money markets outside of its country of origin.
A company's profit is the amount of money it makes from the start of the year to a specific date.
