Sales glossary from A to Z

150+ sales terms that won't leave you feeling lost in meetings with your team and clients.

Keep reading to enchance your understanding of B2B sales!

A

Account Management

Strategic management of client relationships to foster loyalty and maximize sales opp...

Account-Based Marketing (ABM)

A targeted marketing strategy that focuses on personalized campaigns for specific hig...

Account-Based Selling (ABS)

A sales strategy that aligns the sales process with the Account-Based Marketing (ABM)...

Acquisition Cost

AKA. Customer Acquisition Cost (CAC), is the total cost incurred by a business to acq...

Active Listening

A communication skill where the listener fully concentrates, understands, responds, a...

Add-on sale

The practice of offering additional products or services to a customer who is already...

Adoption Rate

A metric that measures the percentage of users or customers who have embraced and are...

Affinity Marketing

A strategy that involves partnerships between brands targeting similar or complementa...

After-sales Service

The support and assistance provided by a company to customers after a product or serv...

Annual Recurring Revenue (ARR)

A key financial metric that represents the total revenue a company expects to receive...

Automated Sales

The use of technology and software to streamline and execute various aspects of the s...

Average Revenue Per User (ARPU)

A financial metric that calculates the average income generated by each customer or u...

Average Transaction Value (ATV)

A financial metric that calculates the average monetary value of a single transaction...

B2B Sales

AKA. Business-to-Business Sales, refers to the process of selling products or service...

B2C Sales

AKA. Business-to-Consumer Sales, involves the direct sale of products or services fro...

BANT (Budget, Authority, Need, Timeline)

A sales qualification framework that stands for Budget, Authority, Need, and Timeline...

Behavioral Segmentation

A marketing strategy that categorizes and targets consumers based on their actions, b...

Behavioral Targeting

A digital marketing strategy that uses data on users' online behaviors, such as brows...

Benchmarking

The process of evaluating a company's performance by comparing it against industry st...

Black Hat Sales

An unethical or manipulative sales practices that prioritize closing deals at any cos...

Bottom of the Funnel (BOFU)

The stage in the sales or marketing funnel where leads are near the point of making a...

Bounce Rate

A web analytics metric that measures the percentage of visitors who navigate away fro...

Brand Equity

The perceived value and strength of a brand in the minds of consumers. It encompasses...

Branding

The process of creating and promoting a unique and recognizable identity for a produc...

Break-even Analysis

A financial assessment that determines the point at which total revenue equals total ...

Bricks and Clicks

AKA. Clicks and Mortar, refers to a business model that combines traditional physical...

Business Development

The process of identifying, creating, and managing opportunities for growth within a ...

Buyer Persona

A semi-fictional representation of an ideal customer based on market research, data, ...

Call Monitoring

The process of listening to, analyzing, and assessing telephone conversations between...

Call to Action (CTA)

A prompt or directive that encourages a specific response or action from the audience...

Challenger Sale

A sales methodology that focuses on challenging the status quo and actively guiding c...

Channel Sales

The distribution of products or services through third-party intermediaries, such as ...

Churn Rate

A metric that measures the percentage of customers who stop using a product or servic...

Click-Through Rate (CTR)

A digital marketing metric that measures the percentage of users who click on a speci...

Client Retention

The strategies and efforts employed by a business to maintain and nurture existing cl...

Closed Won

This indicates that a deal or sales opportunity has been successfully completed, and ...

Closing Ratio

AKA. Conversion Ratio, is a sales metric that measures the percentage of successfully...

Cloud Sales

The process of selling cloud-based services, which include software, infrastructure, ...

Cold Calling

A sales technique where a salesperson contacts potential customers who have not expre...

Cold Canvassing

A sales approach where salespeople proactively approach potential customers or busine...

Cold Email

The practice of sending unsolicited emails to potential prospects or clients who have...

Competitive Analysis

The process of evaluating and understanding the strengths and weaknesses of a busines...

Content Management System (CMS)

A software application or platform that allows users to create, manage, and modify di...

Conversion Funnel

AKA. a sales or marketing funnel, represents the stages that a potential customer goe...

Conversion Rate

A metric that measures the percentage of website visitors or leads who take a desired...

Cost of Goods Sold (COGS)

The direct costs incurred by a business in producing or acquiring the goods or servic...

Cost Per Click (CPC)

A metric that measures the amount an advertiser pays each time a user clicks on their...

Cost Per Lead (CPL)

A metric that calculates the average cost incurred by a business for acquiring a new ...

Cost Per Mille (CPM)

A metric that represents the cost of 1,000 impressions or views of an advertisement. ...

CRM Integration

Connecting a Customer Relationship Management (CRM) system with other business applic...

CRM Software

A technology that helps businesses manage interactions and relationships with current...

Cross-selling

A sales strategy where a seller encourages customers to purchase additional products ...

Customer Acquisition Cost (CAC)

A metric that calculates the average cost a company incurs to acquire a new customer....

Customer Relationship Management (CRM)

a strategy, process, or technology that businesses use to manage and analyze interact...

Daily Active Users (DAU)

A metric used in the context of online platforms, apps, or digital services. It repre...

Data Mining

The process of discovering meaningful patterns, trends, and insights from large datas...

Demand Generation

A marketing strategy focused on creating awareness, interest, and demand for a produc...

Digital Sales

The process of selling products or services using digital channels, such as online pl...

Direct Sales

Asales strategy where products or services are sold directly to consumers without int...

Discovery Call

An initial conversation between a sales representative and a potential customer to ex...

Dropshipping

A retail fulfillment method where a store doesn't keep the products it sells in stock...

Dynamic Pricing

A pricing strategy where the cost of a product or service is adjusted in real-time ba...

Early Adopter

An individual or organization that is among the first to embrace and adopt a new prod...

Elevator Pitch

A concise and compelling summary of a business idea, product, or oneself, designed to...

Enterprise Resource Planning (ERP)

A type of software that integrates core business processes and functions, such as fin...

Enterprise Sales

The process of selling products or services to large enterprises or corporations. It ...

Event Marketing

Promoting a brand, product, or service by organizing or participating in events such ...

First-mover Advantage

The competitive advantage that a company can gain by being the first to introduce a n...

Gatekeeper

An individual, often an administrative assistant or receptionist, who controls access...

Gross Margin

AKA. Gross Profit Margin, is a financial metric that represents the percentage of rev...

Handling Objections

Addressing and overcoming the concerns or hesitations raised by a potential customer ...

Handshake Deal

An informal or verbal agreement between parties, often sealed with a handshake, witho...

High-touch Sales

Building strong relationships, understanding individual customer needs, and providing...

In-home Sales

The practice of conducting sales presentations, consultations, or transactions direct...

Inbound Sales

Attracting and engaging potential customers through content marketing, social media, ...

Incubation Period

The time between the initial contact with a lead or prospect and the moment they beco...

Key Performance Indicators (KPIs)

Measurable metrics that organizations use to evaluate their success in reaching speci...

Lead Conversion Rate

The percentage of leads or prospects who take a desired action, such as making a purc...

Lead Generation

The process of attracting and identifying potential customers or leads for a product ...

Lead Magnet

A valuable incentive or offer that businesses provide to potential customers in excha...

Lead Nurturing

The process of building and maintaining relationships with potential customers (leads...

Lead Scoring

Evaluate and rank leads based on their likelihood to become customers. It involves as...

Lifetime Value (LTV)

A metric that represents the total revenue a business expects to earn from a customer...

Loss Leader

A product or service offered by a business at a price lower than its cost to attract ...

Lost Customer Analysis

Analyze and investigate the reasons behind the loss or churn of customers. It involve...

Market Research

The process of collecting, analyzing, and interpreting data about a target market, in...

Market Share

The percentage of total sales within a specific market that a company or product cont...

Mission Statement

A concise declaration that outlines an organization's purpose, values, and primary ob...

Monthly Recurring Revenue (MRR)

A key metric used by subscription-based businesses to measure the predictable and rec...

Negotiation

A communication and decision-making process between two or more parties with the aim ...

Net Promoter Score (NPS)

A metric used to measure customer satisfaction and loyalty by asking a single questio...

Objection Handling

Addressing and overcoming the concerns, doubts, or hesitations raised by a potential ...

Pitch

A concise and persuasive presentation or speech delivered to convey information, make...

Point of Sale (POS)

The location and moment at which a customer makes a purchase or transaction. It can a...

Qualified Lead

A contact who has demonstrated a genuine interest in a product or service and has bee...

Referral Program

Encouraging existing customers, partners, or contacts to refer new customers to the c...

Relationship Selling

A sales approach that prioritizes building and nurturing long-term relationships with...

Repurchase Rate

AKA. Repeat Purchase Rate, is a metric that measures the percentage of customers who ...

Revenue Recognition

Revenue is typically recognized when it is earned and realized or realizable, indicat...

Run Rate

A metric used to estimate the annual financial performance of a business based on its...

Sales Cycle

The series of stages that a customer goes through from initial awareness of a product...

Sales Development Representative (SDR)

A sales professional responsible for prospecting, generating leads, and qualifying po...

Sales Enablement

The resources, tools, training, and information needed to effectively engage with cus...

Sales Funnel

AKA. purchase or sales process, is a visual representation of the stages a customer g...

Sales Operations

The set of activities, processes, and strategies that support the sales team in achie...

Sales Pipeline

A visual representation or framework that illustrates the stages a sales opportunity ...

Sales Pitch

A persuasive presentation or speech delivered by a salesperson to potential customers...

Sales Playbook

A comprehensive document or guide that provides sales teams with structured informati...

Sales Qualified Lead (SQL)

A prospect who has been assessed by the sales team and deemed more likely to convert ...

Sales Quota

Predetermined target or goal set for individual sales representatives or teams to ach...

Sales Script

A pre-prepared set of dialogue, questions, and responses that sales professionals use...

Sales Velocity

A sales metric that measures the speed at which opportunities move through the sales ...

Selling Points

The key features, benefits, or unique attributes of a product or service that are emp...

Share of Wallet

The percentage of a customer's total spending on a particular category of products or...

Social Proof

A psychological phenomenon where people look to the actions and choices of others to ...

Solution Selling

A sales methodology focused on understanding and addressing the specific challenges a...

Strategic Selling

An approach to sales that involves understanding and aligning with the strategic goal...

Thought Leadership

Establishing oneself or a company as an authoritative and influential voice within a ...

Time to Close

A sales metric that measures the average duration it takes to close a deal from the i...

Top of the Funnel (TOFU)

The initial stage in the marketing and sales funnel, where the focus is on creating a...

Total Addressable Market (TAM)

The total potential market demand for a product or service that is calculated based o...

Touchpoint

Any point of contact between a customer and a brand, product, or service throughout t...

Trial Close

A sales technique where a salesperson gauges a potential customer's receptiveness to ...

Unique Selling Proposition (USP)

A distinctive and persuasive element that sets a product, service, or brand apart fro...

Unique Value Proposition (UVP)

A concise statement that communicates the distinctive and compelling value a product ...

Upsell Rate

A sales metric that measures the percentage of customers who, during a transaction, c...

Upselling

A sales technique where a seller encourages a customer to purchase a higher-end or mo...

User Adoption

The process by which users begin to use and integrate a new product, service, or tech...

User Persona

A detailed and semi-fictional representation of a business's ideal customer based on ...

Value Proposition

A statement that communicates the unique value and benefits that a product, service, ...

Value-based Selling

A sales approach that focuses on understanding and communicating the unique value and...

Vendor

A person, company, or entity that sells goods or services. In a business context, a v...

Virtual Selling

AKA. remote selling or online selling, refers to the process of selling products or s...

Visual Merchandising

The practice of presenting products in a retail environment in a visually appealing a...

Warm Calling

A sales approach where a salesperson contacts potential customers with whom there has...

Warm Leads

Potential customers who have shown some level of interest or engagement with a produc...

White Paper

A detailed and authoritative report or guide that provides in-depth information, anal...

Wholesale

The sale of goods or merchandise in large quantities at lower unit prices to retailer...

Win Rate

A sales metric that measures the percentage of sales opportunities or deals that a sa...

Word of Mouth

A form of informal communication where individuals share information, recommendations...

Zero-touch Sales

A sales process that requires minimal or no direct interaction between the salesperso...

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