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Sales Glossary

Find Sales terms and terminologies according to your needs

A

Account Development Representative (ADR)
A sales role focused on identifying and qualifying opportunities within existing accounts.
Account Executive (AE)
A sales professional responsible for managing client accounts, nurturing relationships, and closing deals to generate revenue.
Account Intelligence
Gathering detailed insights about target accounts, including their needs, challenges, and buying behavior, to inform sales strategies.
Account Mapping
A visual or organizational representation of key stakeholders and decision-makers within a target account to guide sales strategy.
Account Tiering
Categorizing accounts into priority levels based on their revenue potential, strategic value, or other criteria.
Account-Based Selling
A sales strategy targeting decision-makers in key accounts, using tailored outreach and solutions to meet their specific needs and close deals.
Accounts Receivable
The outstanding payments owed to a company by its customers for goods or services delivered but not yet paid.
Active Prospecting
A proactive approach to identifying and reaching out to potential customers or clients.
Activity
An individual sales action, such as a call, email, or meeting, taken to engage prospects or move them through the sales process.
Activity Metrics
Quantitative data tracking the frequency and effectiveness of sales actions, used to measure productivity and performance.
Activity Stream
A real-time feed in CRM systems showing updates on sales actions like emails, calls, or meetings for team collaboration.
Ad-hoc Reporting
On-demand reports created to address specific business questions or immediate needs.
Adaptive Selling
A dynamic sales technique where reps adjust their communication style and pitch to align with the buyer's needs and preferences.
After-Sales Service
Support provided to customers after a purchase, such as maintenance, repairs, or inquiries.
Alignment
The process of coordinating sales and marketing teams to ensure shared goals, consistent messaging, and effective collaboration.
Always Be Closing (ABC)
A motivational sales principle emphasizing the importance of consistently driving prospects toward making a purchasing decision.
Analytical CRM
A CRM system focused on analyzing customer data to improve sales, marketing, and service strategies.
Annual Contract Value (ACV)
The total revenue a customer generates from a subscription or contract over one year, a key metric in recurring revenue models.
Annual Recurring Revenue (ARR)
The total yearly revenue generated from ongoing subscriptions or contracts, commonly used in SaaS and subscription businesses.
Applicant Tracking System (ATS)
Software used to manage recruitment, including job postings and candidate tracking.
Appointment Setting
The process of scheduling meetings between sales representatives and potential buyers to discuss needs and potential solutions.
Artificial Intelligence (AI)
Technology that enables machines to simulate human intelligence for automation and predictions.
Attribution Modeling
A framework for assigning credit to marketing or sales touchpoints (e.g., calls, emails) that contributed to a successful sale.
Average Order Value (AOV)
The average revenue generated per order, calculated by dividing total revenue by the number of orders.
Average Revenue per User (ARPU)
Revenue generated per user in a specific period, often used in subscription-based businesses.
Average Selling Price (ASP)
The average price at which a product or service is sold, indicating pricing and revenue strategies.

B

BANT Framework
A qualification framework evaluating Budget, Authority, Need, and Timing for sales potential.
BASHO Email
A highly personalized email targeting specific prospects to generate engagement and schedule meetings.
Bad Leads
Prospects who are unlikely to convert into customers, often due to poor fit or lack of interest.
Ballpark
An informal estimate of cost, time, or resources, often used in early-stage discussions.
Benefit
The positive value or advantage a product or service provides to the customer.
Big Ticket Items
High-value products or services that require longer sales cycles and more significant decision-making.
Bluebird Sales
Unexpected and effortless sales that occur without significant effort from the sales team.
Bookings
The total value of signed sales deals or contracts within a specific period.
Bottom of the Funnel (BOFU)
The final stage in the sales funnel where prospects are ready to make a purchase decision.
Break Even Point (BEP)
The point at which revenue equals costs, resulting in neither profit nor loss.
Budget Allocation
Assigning specific budget amounts to various business activities, including sales and marketing.
Business Development
Identifying new market opportunities, partnerships, and prospects to drive growth and expand operations.
Business Development Representative (BDR)
A sales role focused on outbound prospecting and lead generation for the sales team.
Business Intelligence (BI)
Tools and strategies for analyzing business data to support decision-making and strategy.
Business to Business (B2B)
A sales or marketing model focused on transactions between businesses rather than individual consumers.
Business to Business to Consumer (B2B2C)
A model where a business sells products/services to another business, which then sells to consumers.
Business to Consumer (B2C)
A sales model where businesses sell directly to individual consumers rather than other businesses.
Buyer Behavior
The decision-making process and actions of buyers when evaluating and purchasing products or services.
Buyer Persona
A semi-fictional representation of an ideal customer, based on market research and real customer data.
Buyer Readiness
A prospect's stage in the buying process, indicating their preparedness to make a purchase decision.
Buyer Remorse
Feelings of regret or dissatisfaction experienced by a customer after making a purchase.
Buying Committee
A group of stakeholders involved in a purchasing decision within an organization, common in B2B sales.
Buying Criteria
The factors and standards buyers use to evaluate and decide on products or services.
Buying Intent
A prospect’s likelihood to purchase based on observed behaviors, such as browsing patterns or inquiries.
Buying Process/Buying Cycle
The stages buyers go through when making a purchase, typically including awareness, consideration, and decision.
Buying Signal
Indicators from prospects, such as specific questions, showing interest in purchasing.

C

C-Level or C-Suite
Senior executives in an organization, such as CEO, CFO, and CMO, who make high-level strategic decisions.
CRM Analytics
The use of CRM data to analyze and improve customer relationships, sales performance, and business strategies.
Canvassing
Door-to-door or in-person prospecting to generate leads or sales opportunities.
Challenger Sales
A sales methodology where reps teach, tailor, and take control to challenge customer assumptions and drive sales.
Channel Partner
A third-party company that sells or distributes a business's products or services.
Channel Sales
A sales strategy involving indirect sales through distributors, resellers, or affiliates.
Client
A customer with an ongoing professional relationship, relevant to account management and sales.
Client/Customer Onboarding
The process of introducing and setting up new customers for successful use of a product or service.
Close Ratio
The percentage of leads or opportunities that result in closed sales, indicating sales efficiency.
Closed Opportunities
Sales opportunities that have reached a final outcome, either Closed-Won or Closed-Lost.
Closed Question
A question requiring a simple "yes" or "no" answer, often used to clarify or confirm information.
Closed-Lost
A sales opportunity that did not result in a sale, often recorded with reasons in the CRM.
Closed-Won
A sales opportunity that resulted in a successful sale, contributing to the company’s revenue.
Closing Ratio
The percentage of deals closed out of total opportunities, measuring sales effectiveness.
Cloud-based CRM
A CRM hosted in the cloud, enabling sales teams to access customer data from anywhere.
Cohorts
Groups of customers or prospects sharing similar characteristics, analyzed to track behavior or sales trends.
Cold Calling
The process of contacting potential customers who have not expressed prior interest, often used for prospecting.
Commission
A percentage of sales revenue earned by sales reps as part of their compensation.
Configure Price Quote (CPQ)
Software that helps sales teams configure complex products, determine accurate pricing, and generate quotes quickly.
Consultative Selling
A sales approach focused on understanding customer needs and providing tailored solutions.
Consumer
The end user of a product or service; a broader term that may include sales and marketing activities.
Contact
A potential customer or stakeholder whose information is stored in a CRM or sales database.
Contract Management
The process of creating, negotiating, executing, and monitoring contracts throughout their lifecycle.
Conversation Qualified Lead (CQL)
A lead identified as ready for sales engagement based on meaningful interactions, such as requests for demos or in-depth discussions.
Cost of Goods Sold (COGS)
The direct costs of producing goods sold, including materials and labor, but excluding indirect expenses.
Covenant
A contractual agreement detailing obligations between two parties, often found in B2B sales contracts.
Cross-Selling
A sales strategy of recommending additional products or services related to the original purchase.
Customer
Someone who has purchased a product or service; relevant to sales but more focused on retention and success.
Customer Acquisition
The process of attracting and converting new customers to purchase a product or service.
Customer Acquisition Cost (CAC)
The total cost of acquiring a new customer, including marketing and sales expenses.
Customer Expansion
Increasing revenue from existing customers via upselling, cross-selling, or adding products/services
Customer Lifecycle
The stages a customer goes through in their relationship with a business, from awareness to loyalty.
Customer Lifetime Value (CLV)
The total revenue a business expects to earn from a customer over the duration of their relationship.
Customer Relationship Management (CRM)
Software for managing interactions, data, and processes with customers to improve relationships.

D

Data Enrichment
Enhancing existing customer or prospect data to help sales teams create personalized outreach.
Data Entry/Processing
Recording and managing sales-related data in CRM or other systems.
Data Hygiene
Ensuring customer and sales data in CRM systems is accurate, up-to-date, and clean.
Data Mining
Analyzing large data sets to find patterns, useful for improving sales targeting or decision-making.
Data Segmentation
Dividing customer or prospect data into groups to improve sales targeting and personalization.
Day Sales Outstanding
A metric measuring the average time it takes for a company to collect payment after a sale.
Deal
A potential sale opportunity, tracked in the sales pipeline through the CRM.
Deal Closing
The process of finalizing a sale and securing a signed agreement or payment.
Deal Desk
A team supporting sales reps with deal structuring, pricing, and approval processes.
Deal-Flow
The rate at which sales opportunities are created and moved through the pipeline.
Decision-Maker
The individual or group responsible for making the final purchase decision.
Delivery
The act of fulfilling a product or service, occurring after the sales process.
Demo
A product demonstration used to showcase features and benefits to potential customers.
Direct Sales
A sales model where a company sells directly to customers without intermediaries.
Direct-to-Consumer
A business model focusing on selling directly to end users, bypassing retailers or distributors.
Discount
A price reduction offered to incentivize a purchase or close a deal.
Discounting Strategy
A structured approach to offering discounts to close deals while maintaining profitability.
Discovery
The process of gathering information about a prospect’s needs during early sales stages.
Discovery Call
An initial call to understand the prospect’s needs, challenges, and buying intent.
Dynamic Pricing
A pricing model that adjusts prices in real-time based on demand, competition, or customer behavior.

E

Early Adopter
A customer who quickly adopts a new product or service before the majority, often providing valuable feedback.
Earned Revenue
Income generated from completed sales or contracts.
Economic Order Quantity
The optimal order quantity minimizing inventory and ordering costs, often used in supply chain management.
Elevator Pitch
A brief, persuasive sales pitch designed to spark interest in a short amount of time, like during an elevator ride.
End of Quarter
The final phase of a fiscal quarter, often marked by increased sales activities to meet targets.
Enterprise Resource Planning (ERP)
Software that integrates business processes like sales, inventory, and finance into a single system.
Enterprise Sales
The process of selling to large organizations, often requiring a complex and consultative approach.
Expansion Revenue
Additional revenue generated from upselling or cross-selling to existing customers.

F

Feature
A specific characteristic or function of a product or service that provides value to the customer.
Field Sales Representative
A sales professional who meets prospects or customers in person to build relationships and close deals.
Firmographic Data
Company-level data, like industry or size, used to segment and target businesses in B2B sales.
Flash Sale
A short-term promotion offering significant discounts to create urgency and drive immediate purchases.
Follow-Up
The act of reconnecting with prospects or customers after initial contact to build relationships or close deals.
Follow-Up Campaign
A series of communications sent after initial contact to re-engage prospects or nurture leads.
Follow-Up Strategy
A structured plan for maintaining communication with prospects to keep them engaged and move them toward a sale.
Forecast Accuracy
A measure of how closely sales projections align with actual results, indicating reliability of forecasting.
Forecasting
The process of predicting future sales based on historical data, market trends, and pipeline insights.
Franchise
A business model where independent operators use a brand's trademark, products, and systems for a fee.
Freemium
A pricing strategy offering basic services for free while charging for advanced features or premium versions.
Full Funnel
A view of the entire sales funnel, from lead generation to deal closure, providing insights into pipeline health.
Funnel Conversion Rate
The percentage of leads that progress through each stage of the sales funnel and convert into customers.

G

GPCTBA/C&I
A framework for qualifying leads based on Goals, Plans, Challenges, Timeline, Budget, Authority, Consequences, and Implications.
Gatekeeper
An individual who controls access to decision-makers within an organization, often influencing the sales process.
Go-To-Market Strategy
A plan detailing how a company will reach target customers, enter a market, and achieve sales success.
Goal Alignment
Ensuring individual, team, and organizational sales goals are aligned to maximize productivity and results.
Goal Setting
The process of defining sales targets to motivate teams and measure performance.
Gross Revenue
The total revenue generated before deducting expenses, often used as a high-level measure of sales performance.
Growth Forecasting
Predicting future revenue growth based on sales trends, historical data, and market analysis.

H

Hard Close
A closing technique where urgency is emphasized to push the prospect into making an immediate decision.
Hard Sell
A sales technique focused on aggressive persuasion to encourage an immediate purchase.
High-Ticket Sales
Selling expensive products or services, typically requiring longer sales cycles and consultative approaches.
High-Value Opportunities
Sales prospects with significant revenue potential, often requiring personalized attention and effort.
Historical Data Analysis
Reviewing past sales data to identify patterns and trends, aiding in forecasting and decision-making.
Hunting
The process of actively seeking out new sales leads or opportunities, as opposed to nurturing existing accounts.
Hybrid Sales Model
A combination of direct and indirect sales approaches to maximize reach and efficiency.

I

Ideal Customer Profile (ICP)
A detailed description of the perfect customer based on attributes like size, industry, or needs.
Inbound Sales
A sales approach engaging leads who express interest through inbound marketing.
Incremental Commitment
A sales technique where small agreements build trust, leading to larger purchase decisions.
Influencer Sales
Selling through partnerships with influencers who promote products to their audience.
Inside Sales
A sales model where reps sell remotely through calls, emails, or video rather than face-to-face.
Inside Sales Representative
A remote sales role responsible for managing leads and closing deals through calls and digital communication.

J

Joint Venture Sales
A collaborative sales strategy where two businesses partner to sell shared products or services.
Just-in-Time Selling
Engaging buyers when they are most ready to purchase, minimizing wasted time and effort.

K

Key Account Strategy
A tailored plan for managing and growing high-value client relationships.
Key Accounts
High-value clients identified for priority treatment and dedicated sales efforts.
Key Milestone
A significant event or step in the sales process, such as a demo or proposal submission.
Key Performance Indicator (KPI) Sales
Metrics used to measure and track sales performance against set goals.

L

LTV:CAC
The ratio of Customer Lifetime Value (LTV) to Customer Acquisition Cost (CAC), measuring profitability.
Lead Enrichment
Adding additional data to leads, like demographics or behavior, to improve targeting and personalization.
Lead Handoff
The process of transitioning qualified leads from marketing to sales for engagement.
Lead Management
Organizing, tracking, and engaging leads throughout the sales pipeline.
Lead Qualification
Assessing leads based on fit, interest, and readiness to prioritize sales efforts.
Lead Scoring
Assigning scores to leads based on their likelihood to convert into customers.
Lead Velocity Rate
The rate of growth in qualified leads over time, an indicator of pipeline health.
Leading Performance Indicator (LPI)
Early-stage metrics predicting future sales outcomes, like calls made or meetings scheduled.
Letter of Intent (LOI)
A document outlining the intent to make a deal, often used during negotiations.
Lifecycle
The stages a customer goes through in their relationship with a company, from awareness to retention and expansion
Lifetime Value (LTV)
The total revenue expected from a customer throughout their relationship with a business.
Loss Aversion
The tendency for buyers to prioritize avoiding losses over acquiring equivalent gains, influencing sales tactics.
Loss Leader
A product sold at a loss to attract customers, encouraging future sales of higher-margin items.

M

Mapping Sales
Visualizing the sales process, customer journey, or account relationships to improve strategy.
Margin
The difference between the selling price and the cost of goods sold, reflecting profitability.
Mark-Up
The percentage added to the cost price to determine the selling price of a product or service.
Market Expansion
Strategies to enter new markets or customer segments to increase sales opportunities.
Market Segmentation
Dividing a market into distinct groups of customers to tailor sales and marketing efforts.
Metrics
Quantitative measurements, such as conversion rates or pipeline growth, to evaluate sales performance.
Middle of the Funnel (MOFU)
The sales funnel stage where prospects evaluate options and require nurturing to move forward.
Minimum Viable Product (MVP)
A basic version of a product with enough features to test its market viability and gather feedback.
Monthly Recurring Revenue (MRR)
Predictable monthly revenue from subscription-based services or contracts.
Multi-Channel Sales
Selling across different platforms or methods, such as online and in-store, to maximize reach.
Multi-Channel Selling
Using multiple sales channels, like retail, e-commerce, and direct sales, to reach customers.

N

Needs Analysis
An evaluation of customer requirements to match solutions with their business goals.
Needs Assessment
A consultative process of understanding customer needs to provide tailored solutions.
Negotiation
The process of discussing terms to reach a mutually agreeable deal with a prospect.
Nurturing Strategy
A structured plan for keeping leads engaged and progressing through the sales funnel.

O

Objection Handling
Addressing and resolving concerns raised by prospects during the sales process.
Omnichannel Selling
Selling through multiple integrated channels, offering a seamless experience across platforms.
On-Premise CRM
A CRM system hosted locally on a company's servers, offering control but requiring internal IT resources.
Operational CRM
CRM tools focused on automating and improving day-to-day sales, marketing, and service processes.
Opportunity Management
Tracking and managing sales opportunities through the pipeline to maximize conversions.
Opportunity Qualification
Assessing whether a sales opportunity aligns with the company’s goals and has potential for closure.
Outbound Sales
Proactively reaching out to potential customers through cold calls, emails, or other direct methods.
Outreach Automation
Using tools to automate sales outreach tasks, such as follow-up emails or call scheduling.
Outside Sales
A sales model involving face-to-face meetings with customers, often requiring travel to build relationships.
Overcoming Objections
The process of resolving buyer concerns or hesitations to move the sale forward.

P

Pain Point
A problem or challenge a prospect is facing that a product or service can solve.
Payday Sale
A promotional sale aimed at customers during their payday to encourage spending.
Pipeline
A visual representation of sales opportunities at different stages of the sales process.
Pipeline Management
Tracking and managing opportunities within the sales pipeline to ensure consistent progress toward closure.
Positioning Statement
A concise message explaining how a product solves specific problems and stands out from competitors.
Post-Sale Engagement
Activities after a sale, such as follow-ups or onboarding, to ensure customer satisfaction and encourage loyalty.
Pre-Sales
The stage before a deal closes, involving activities like demos, proposals, or stakeholder engagement.
Predictive Sales Analytics
Using data and AI to forecast future sales outcomes and trends, helping reps prioritize efforts.
Product Champion
An internal advocate within a prospect's organization who supports your product and helps drive the sale.
Product Feature
A specific functionality or characteristic of a product designed to solve customer problems or add value.
Product Qualified Lead (PQL)
A lead identified as highly likely to convert based on engagement with a product, such as using a free trial or key features.
Product-Led Growth (PLG)
A sales approach where the product itself drives customer acquisition, retention, and expansion.
Profit Margin
The percentage of revenue remaining after deducting costs, indicating profitability.
Prospect
A potential customer who has shown interest or fits the target profile for a product or service.
Prospect Prioritization
Ranking prospects based on their likelihood to convert into customers, ensuring time is spent on high-value leads.
Prospecting
The process of identifying and reaching out to potential customers to build a sales pipeline.

Q

Qualified Lead
A lead that meets specific criteria, such as budget, need, and readiness, making them suitable for sales outreach.
Qualifying Your Prospect
The process of determining whether a prospect has the potential to become a customer based on specific criteria.
Quality Lead
A lead with a high likelihood of converting into a customer, based on fit and interest.
Quarterly Business Review (QBR)
A periodic meeting with clients to discuss progress, results, and future goals, strengthening relationships.
Quick Win Sales
Opportunities that are likely to close quickly and with minimal effort.
Quota
A set sales target assigned to a rep or team over a specific time period.

R

Referral
A lead or opportunity generated through a recommendation from an existing customer or contact.
Relationship Mapping
Visualizing connections between stakeholders within an account to guide sales engagement and strategies.
Request for Information (RFI)
A document used by potential buyers to gather information about a product or service before deciding to buy.
Request for Proposal (RFP)
A formal request from a buyer for vendors to submit bids or proposals for a specific project or product.
Return on Investment (ROI)
A metric measuring the profitability of an investment, such as a sales campaign, relative to its cost.
Revenue Per Lead (RPL)
The average revenue generated for each lead, helping evaluate lead quality and sales effectiveness.
Revenue Performance Management
A systematic approach to analyzing, optimizing, and aligning revenue-driving activities across marketing, sales, and customer success teams.

S

SPIN Selling
A sales technique focusing on uncovering customer Situation, Problem, Implication, and Need-Payoff.
Sales Advisor
A professional who provides advice to prospects, helping them make informed purchasing decisions.
Sales Automation
The use of tools to automate repetitive sales tasks, such as sending follow-ups or updating CRMs.
Sales Bundle
A package combining related products or services to offer greater value to customers.
Sales Cadence
A structured sequence of outreach activities, such as emails and calls, used to engage prospects effectively.
Sales Calls
Direct conversations between sales reps and prospects to discuss needs and potential solutions.
Sales Coaching
Guidance and training provided to sales reps to improve their techniques and achieve better results.
Sales Counter
A physical or virtual location where transactions occur between sales reps and customers.
Sales Cycle
The time required to move a prospect from initial contact to a closed deal.
Sales Dashboard
A visual representation of key sales metrics and performance data in real time.
Sales Development Representative (SDR)
A sales role focused on prospecting, qualifying leads, and setting appointments for account executives.
Sales Dialer
Software that automates the dialing process to help sales reps efficiently reach more prospects.
Sales Efficiency
The ratio of revenue generated to the costs of sales activities, indicating how effectively resources are used.
Sales Enablement
Providing sales teams with tools, content, and training to improve their effectiveness in engaging prospects.
Sales Engagement
The interactions and communication between sales reps and prospects during the sales process.
Sales Force
A team of sales professionals responsible for selling a company’s products or services.
Sales Force Automation (SFA)
Tools that automate sales processes, like lead tracking, contact management, and reporting.
Sales Forecast
A prediction of future sales revenue based on historical data, pipeline activity, and market trends.
Sales Funnel
A visual representation of the sales process, from lead generation to deal closure.
Sales Funnel Optimization
The process of improving the stages of the sales funnel to increase conversion rates and revenue.
Sales GPS Tracking
Technology used to track the location and activities of field sales reps.
Sales Growth
The percentage increase in sales revenue over a given period.
Sales Intelligence
Data and insights used to improve sales strategies, identify opportunities, and close deals.
Sales Kickoff
A meeting or event to align the sales team on goals, strategies, and priorities at the start of a period.
Sales Lead
A potential customer who has shown interest in a product or service and fits the target audience.
Sales Methodology
A structured approach or set of practices used to guide the sales process.
Sales Mix
The proportion of revenue contributed by different products or services in a company’s portfolio.
Sales Monitoring
The process of tracking sales activities and metrics to evaluate performance and identify areas for improvement.
Sales Objections
Concerns or questions raised by prospects during the sales process that must be addressed.
Sales Operations
The processes and systems that support sales teams, including CRM management, reporting, and strategy.
Sales Performance Management
Managing and improving sales team performance through training, incentives, and metrics tracking.
Sales Person
A professional responsible for selling products or services to customers.
Sales Pipeline
A visual representation of all prospects at different stages of the sales process.
Sales Pipeline Coverage
The ratio of opportunities in the pipeline to the sales quota, ensuring enough deals to meet targets.
Sales Pitch
A short, persuasive speech aimed at convincing a prospect of the value of a product or service.
Sales Plan
A documented strategy outlining goals, tactics, and resources needed to achieve sales targets.
Sales Plan Template
A preformatted document for organizing sales strategies, goals, and action steps.
Sales Playbook
A documented guide outlining best practices, strategies, and processes for sales teams to follow.
Sales Presentation
A formal pitch explaining how a product or service meets a prospect’s needs.
Sales Process
A step-by-step approach to guide prospects from initial contact to deal closure.
Sales Productivity
A measure of how effectively sales reps generate revenue with the time and resources available.
Sales Promotion
Temporary discounts, deals, or offers used to increase sales and attract customers.
Sales Promotor
A representative focused on promoting and selling products in specific locations or events.
Sales Qualified Lead (SQL)
A lead deemed ready for sales engagement based on their behavior and interest level.
Sales Report
A document summarizing sales performance metrics, such as revenue, conversion rates, and pipeline activity.
Sales Retail
Selling products directly to consumers through physical stores or e-commerce platforms.
Sales Script
A predefined set of talking points or guidelines to help sales reps engage prospects consistently and effectively.
Sales Taking Order
A basic sales activity where the rep processes customer orders without significant persuasion.
Sales Territory
A defined region or customer segment assigned to a sales rep or team for management and development.
Sales Territory Management
The process of organizing and assigning territories to maximize sales team efficiency and coverage.
Sales Tracking System
A tool used to monitor sales activities, pipeline status, and team performance.
Sales Training
Programs designed to improve the skills and knowledge of sales teams.
Sales Triggers
Events or actions indicating a sales opportunity, like a product launch or executive change.
Sales-Ready Leads (SRL)
Leads that meet specific criteria and are ready for direct engagement by the sales team.
Salesman
Another term for a sales person, typically focusing on direct interactions with customers.
Sandler Training
A sales methodology emphasizing questioning techniques to uncover customer needs and challenges.
Segmentation
Dividing a market into distinct groups based on shared traits to tailor sales efforts.
Self-Service SaaS Model
A model where customers evaluate and purchase software independently, without direct sales interaction.
Selling Is a Numbers Game
The principle that consistent activity, such as calls or meetings, leads to increased sales success.
Selling the Sizzle
A sales tactic emphasizing the emotional benefits or lifestyle appeal of a product rather than its technical details.
Sequence
A series of planned outreach attempts, like emails or calls, to engage prospects over time.
Small to Medium-Sized Business (SMB)
Companies with moderate revenue or employee size, often targeted by B2B sales efforts.
Smile and Dial
A term for high-volume outbound calls made with a positive attitude to generate leads or close deals.
Social Selling
Leveraging social media platforms to connect with prospects, build relationships, and drive sales.
Soft Sell
A subtle, consultative sales approach focused on meeting customer needs without pressure.
Solution Selling
A sales approach focused on identifying customer problems and offering tailored solutions rather than generic products.
Sound Bite
A brief, impactful statement designed to communicate a key sales message or benefit effectively.
Stage
A specific step in the sales process or pipeline, such as qualification or negotiation.
Stakeholder
An individual who influences or participates in the decision-making process during a sale.
System of Record
The main database or software where all customer or sales-related information is stored.

T

Talk Track
A predefined script or set of talking points to guide sales conversations.
Target Account Selling
A strategy that focuses on high-value accounts with personalized approaches.
Target Audience
A specific group of customers or prospects identified as ideal for sales and marketing efforts.
Territory Management
Organizing and assigning sales territories to reps for optimal efficiency and customer coverage.
Time-to-Close
The average time it takes to close a sale, measured from initial contact to final agreement.
Tire-Kicker
A prospect who shows interest but is unlikely to make a purchase.
Top of the Funnel (TOFU)
The stage in the sales funnel focused on creating awareness and generating leads.
Total Addressable Market (TAM)
The total revenue potential if every eligible customer buys a product or service.
Total Lifetime Value (TLTV)
The total revenue expected from a customer over the entire duration of their relationship with a business.
Touchpoint
Any interaction between a customer and a business during the buying journey.
Trade Shows
Industry events where businesses showcase products, generate leads, and network with prospects.
Trial Close
A question or action used to gauge a prospect's readiness to buy before attempting a final close.

U

Unique Selling Proposition (USP)
A feature or benefit that differentiates a product from competitors and appeals to customers.
Unique Value Proposition (UVP)
A clear statement of the unique benefits a product offers compared to competitors.
Upsell Campaign
A targeted effort to encourage existing customers to purchase higher-value or additional products.
Upsell Strategy
A planned approach to increasing customer spending by offering upgrades or complementary products.
Upselling
The act of persuading a customer to buy a more expensive version of a product or additional items.
Usage Data
Information about how customers use a product, helping sales teams identify upsell opportunities or pain points.

V

Value Chain
The series of activities involved in delivering a product to customers, from creation to sales.
Value Gap
The difference between the value customers expect and the value they perceive, which sales teams aim to close.
Value Proposition
A statement explaining the specific value a product delivers to customers, solving their problems.
Value-Added Selling
A sales approach emphasizing the extra benefits or unique value provided to customers.
Value-Based Selling
A sales method focused on the value a product provides to the customer rather than its price or features.
Virtual Selling
Conducting sales entirely online through video calls, digital presentations, and virtual tools.

W

Warm Call
A call made to a prospect who has previously interacted with or shown interest in the company.
Warm Lead
A prospect who has expressed some interest in a product, making them more likely to convert than a cold lead.
Weighted Pipeline
A sales pipeline where opportunities are weighted by their probability of closing to forecast potential revenue.
Win Probability
The likelihood of closing a deal based on historical data, deal stage, and prospect behavior.
Win Rate
The percentage of sales opportunities successfully closed out of the total pursued.
Win-Loss Analysis
A review of closed sales opportunities to understand why deals were won or lost, improving future efforts.

X

X-Ray Selling
A metaphor for deeply understanding a customer's needs and challenges to offer precise solutions.
X-Selling (Cross-Selling)
Encouraging customers to purchase related or complementary products in addition to their primary purchase.

Y

Year-End Deals
Discounted offers or promotions made at the end of the fiscal year to boost sales.
Yield Management
A pricing strategy to maximize revenue by adjusting prices based on demand, inventory, or time.

Z

Zero-Based Budgeting (ZBB)
A budgeting approach where all expenses must be justified for each new period, often aligning with revenue goals.
Zonal Outreach
A targeted sales approach focusing on specific geographic or market zones.