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Sales Glossary

Buyer

An individual or entity making a purchase from a seller, with buyer behavior guiding targeted B2B sales and marketing strategies through buyer personas.

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B2B
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Bottom Of The Funnel (BOFU)
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Bottom-up Marketing
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Bounce Rate
Bounced Email
Branded URLs
Budget, Authority, Need, Timeline (BANT) Framework
Business Development
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
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Channel Partner
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Chief Revenue Officer (CRO)
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Churn Rate
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Features, Advantages and Benefits (FAB)
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First-Call Resolution
Follow-up Sequence
Follow-up Task
Forecast Accuracy
Friction
Gatekeeper
Generic Email Address
Global Account Management (GAM)
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Historic Customer Life Value (CLV)
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Hot Lead
Ideal Customer Profile (ICP)
Impressions
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Indirect Competition
Infographic
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Integrations
Key Account Management (KAM)
Key Accounts
Key Performance Indicators (KPIs)
Key Purchasing Criteria
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Lead Nurturing
Lead Qualification
Lead Scoring
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

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