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Sales Glossary

Ideal Customer Profile (ICP)

An outline of factors describing companies most likely to benefit from a company's product or service, guiding marketing efforts.

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A/B Testing
Account
Account Executive (AE)
Account Growth
Account Management
Account Manager
Account Planning
Account Score
Account Team
Account-Based Marketing (ABM)
Account-Based Selling
Active
Amplify Return Date Extraction
Archive
Associate With An Opportunity
Attention/Awareness, Interest, Desire, Action (AIDA) Model
Auto Email
Average Contract Value (ACV)
B2B
B2B Sales
BASHO Email
Baseline Sales
Blacklist
Blogging
Booked Meeting
Bookings
Bottom Of The Funnel (BOFU)
Bottom-up Forecasting
Bottom-up Marketing
Bottom-up Sales
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
Channel Management
Channel Partner
Channel Sales
Chief Revenue Officer (CRO)
Chief Sales Officer (CSO)
Churn Rate
Click Rate
Click Tracking
Click-through Rate (CTR)
Click-to-Call
Client
Closed-Won
Cold
Cold Calling
Commission
Compensation
Contact
Content
Conversion
Conversion Rate
Cost Of Sales
Cross Selling
Customer Acquisition
Customer Acquisition Cost (CAC)
Customer Confidence
Customer Engagement
Customer Experience
Customer Lifetime Value
Customer Loyalty
Customer Relationship Management
Customer Satisfaction
Customer Segmentation
Customer Success
Dashboard
Data Enrichment
Deal Health
Decision Maker
Deep Sales
Delivered Email
Digestible Content
Direct Competition
Direct Sales
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)
Go-to-Market (GTM) Strategy
Historic Customer Life Value (CLV)
Horizontal (Market)
Hot Lead
Ideal Customer Profile (ICP)
Impressions
Inbound Calls
Inbound Sales
Indirect Competition
Infographic
Inside Sales
Integrations
Key Account Management (KAM)
Key Accounts
Key Performance Indicators (KPIs)
Key Purchasing Criteria
Land And Expand
Landing Page
Lead Enrichment
Lead Funnel
Lead Generation
Lead Management
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
Revenue Hero
Revenue Operations (RevOps)
Round Robin — Flexible
Round Robin — Strict
Route-to-Market Strategy
Sales
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