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Sales Glossary

Business to Business (B2B) Buying Process

The nonlinear journey B2B buying groups take to make purchasing decisions.

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Business Development Representative
Business to Business (B2B) Buying Process
Business to Business (B2B) Sales
Buyer
Buyer Enablement
Buyer Intent
Buying Journey
Buying Signal
CLV
Call To Action (CTA)
Campaign
Challenger Sale
Champion
Channel Design
Channel Management
Channel Partner
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Churn Rate
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Cold Calling
Commission
Compensation
Contact
Content
Conversion
Conversion Rate
Cost Of Sales
Cross Selling
Customer Acquisition
Customer Acquisition Cost (CAC)
Customer Confidence
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Customer Experience
Customer Lifetime Value
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Customer Relationship Management
Customer Satisfaction
Customer Segmentation
Customer Success
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Deal Health
Decision Maker
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Delivered Email
Digestible Content
Direct Competition
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Discovery Call
Email Bump
End Of Month Forecast
Engagement
Features, Advantages and Benefits (FAB)
First-Call Resolution
Follow-up Sequence
Follow-up Task
Forecast Accuracy
Friction
Gatekeeper
Global Account Management (GAM)
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Horizontal (Market)
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Infographic
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Key Purchasing Criteria
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Lead Time
Lifetime Value to Customer Acquisition Cost Ratio (LTV:CAC)
Mailbox
Mailing State
Mailing Type
Major Account
Manual Email
Mapping
Market Development
Market Fragmentation
Market Penetration
Market Research
Market Segmentation
Marketing
Marketing Qualified Lead (MQL)
Meeting Conversion Rate
Meetings Booked
Metrics
Middle of the Funnel (MOFU)
Mirroring
Modern Selling
Mutual Action Plan (MAP)
Needs Analysis
Negotiation
Net Promoter Score (NPS)
Non-Lead
Non-sales Activities (NSAs)
Objection
Objection Handling
On-target Earnings (OTE)
One-off Task
Open Opportunities
Open Rate
Opportunity Generation
Opportunity Management
Organic
Out of Office Extraction
Outbound Sales
Outbound calls
Overdue Task
Pain Point
Persona
Pipeline
Pipeline Generation
Pipeline Velocity
Plugin
Power User
Predictive Analysis
Procurement
Product-qualified Lead (PQL)
Professional Services Consultant (PSC)
Profit Margin
Proof of Concept (POC)
Prospect
Prospecting
Qualification
Qualified Lead
Qualify
Quota
RFI
RFP
RFQ
Ramp-up Time
Referral
Reply Rate
Response Time
Revenue Hero
Revenue Operations (RevOps)
Round Robin — Flexible
Round Robin — Strict
Route-to-Market Strategy
Sales
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