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Sales Glossary
Confused with all the Sales-related terms and buzzwords you encounter on a daily basis? Here's a glossary with over 200+ definitions to help.
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Sales Glossary
A
ABC (Always Be Closing)
ABM (Account-Based Marketing)
ABS (Account-Based Selling)
ABSD (Account-Based Sales Development)
A/B testing
Account
Account-Based Everything (ABE)
Account-Based Revenue (ABR)
Account Development Representative (ADR)
Account Executive (AE)
Accounts Payable
Accounts Receivable
Adoption Process
Advantages
AIDA
Amortization
Analytical CRM
Analytics
Application Program Interface (API)
Appointments Set
ARR (Annual Recurring Revenue)
Artificial Intelligence (AI)
Average Contract Value (ACV)
Average Dollar per sale (ADPS)
Average Sale/Selling Price (ASP)
B
B2B (Business to Business)
B2C2B (Business to Consumer to Business)
B2C (Business to Customer)
Back-out
Bad Leads
BANT (Budget, Authority, Need, and Timeline)
BANT for SaaS Qualification
Baseline
Base Salary
BASHO email
Beating Objections
Bell-Shaped Curve
Benefit
Bluebird
Bonuses
Bookings
Bottom of the Funnel (BOFU)
Bounce back coupon offer
Brag Book
Business Development Representative (BDR)
Business Intelligence (BI)
Buyer
Buyer Behavior
Buyer Persona
Buyer’s Remorse
Buying Atmosphere
Buying Criteria
Buying Intent
Buying Process / Buying Cycle
Buying Signal
Buy Line
C
Call-Back
Call-Blocks
Call for Proposal
Call-In
Calls
Cancellation Prevention
Cap Draw
Cash Collection
Challenger Sales Model
Champion / Challenger Test
Channel Partner
Channel Sales
Churn
Churn Rate
Claw-back
C-Level / C-Suite
Click-Through Rate (CTR)
Client
Close
Closed-Lost
Closed Opportunities
Closed Question
Closed-Won
Closing Ratio
Cold Calling
Cold Email
Collaborative CRM
Commission
Compensation
Complex Sale
Compounded Annual Growth Rate
Consumer
Contact
Content
Conversion
Conversion Path
Conversion Rate
Cost of Goods Sold (COGS)
Cost Per Click (CPC)
Cost Per Impression
Covenant
Critical Questions
Cross-Selling
Current Customer
Current Customer Referrals
Current Customer Upselling
Customer
Customer Acquisition Cost
Customer Lifetime Value
Customer Relationship Management
Customer Success
Cycle of Sales
D
Dark
Data
Data Entry / Processing
Data-Mining
Day Sales Outstanding
Days to Term Sheet
Deal Closing
Deal-Flow
Decision-Maker
De-Dupe
Defination of Selling
Deliverables
Demand Generation
Demo
Demo Goals
Demo Ratio
DevOps
Dialer
Direct Mail
Direct Response Marketing
Direct Sales
Discount
Discovery
Discovery Call
DOA Customer
Doing Business As
Dollar Per Customer
Dollar Per Sale
Double Trigger
Drag-Along Rights
Draw
Draw on Sales Commission
Drip Campaign
Drive-By
E
EBITDA
Emotional Sale
Employee Engagement
Engagement
Enrichment
Enterprise
Enterprise Resource Planning (ERP)
Entrepreneur in Residence (EIR)
EOM
EOQ
EOY
Equity
F
FAB
Fair Market Value
Field Day
Field Sales Rep
Firmographic
Fiscal Year
Footprint
Forecasting
Fortune 500
Forward Revenue
Four Stages of Learning
G
Gatekeeper
General Manager
Global Business Unit
Goal Card
Goal-D Card Incentive Program
Go-To-Market Strategy
GPCTBA / C&I
Gross Margin
H
Historic CLV
Horizontal
I
Ideal Customer Profile (ICP)
Inbound
Independent Software Vendor (ISV)
Infrastructure as a Service (IaaS)
Initial Public Offering
InMail Messages
Inside Sales Rep
Intellectual Sale
IVR Systems
K
Key Accounts
Key Performance Indicators (KPIs)
Kickers
L
Land and Expand
Law of Averages
Law of Compensation
Lead
Lead Generation
Lead Nurturing
Lead Qualification
Lead Scoring
Lifetime Value
Loss Aversion
Loss Leader
LTV: CAC
M
Machine Learning
Margin
Marketing
Marketing Qualified Leads (MQLs)
Mark-up
Master Services Agreement
Messaging
Metrics
Middle of the Funnel
Mid-market
Minimum Viable Product (MVP)
Mirroring
Monday Morning Meeting
Monthly Recurring Revenue (MRR)
N
Name Based Rapport
Name Dropping
Natural Language Processing
Needs Assessment
Negotiation
Net Asset Value (NAV)
Net New Business
Net Promoter Score (NPS)
Net X
New Customer
Non-Sales-Related-Activities (NSAs)
O
Objection
Off-Schedule
Onboarding
On Track Earnings/OTE
Open Accounts
Operational CRM
Opportunity
Optimization
Organization
Org Structure
Outbound Sales
Overcoming Objections
P
Pain Point
Past Customer
Payment
Performance Plan
Pipe-Line
Pitch
Platform as a Service (PaaS)
Plays
Point of Contact
Positioning Statement
Predictive Analysis
Predictive CLV
Presentation
Presidents Club
Pressure Sales Words
Price-Build-Up
Pricing / Price
Primary Influences
Procrastination Objection
Procurement
Product
Product Lifecycle Management
Product Purchase Cycle
Product Qualified Lead (PQL)
Professional Employer Organization (PEO)
Profile
Profitability
Profit Margin
Proof of Concept (PoC)
Pro-Rata
Pro-Rata Rights
Prospect A
Prospecting
Protected Territory
Puppy Dog Close
Purchase Order (PO)
Push Counter
Q
Qualified Lead
Qualifying Your Prospect
Quarter
Quota
R
Ramp Up
Rapport
Recruiter
Referral
Referral Appreciation Gesture
Relationship Business Management (RBM)
Request for Information
Request for Proposal
Request for Quotation
Request for Tender
Retention Rate
Return on Investment
Revenue
Ride-Along
Right of First Refusal
Rule of Reciprocity
S
Sales Acceleration
Sales Automation
Sales Bundle
Sales Calls
Sales Champion
Sales Coaching
Sales Cycle
Sales Demo
Sales Development Rep
Sales Director
Sales Enablement
Sales Engineer
Sales Funnel
Sales Kickoff
Sales Lead
Sales Manager
Sales Methodology
Sales Operations
Sales Partnerships
Sales Pipeline
Sales Pipeline Coverage
Sales Presentation (or Sales Demo)
Sales Prevention Department
Sales Process
Sales Productivity
Sales Prospect
Sales Prospecting
Sales Qualified Lead (SQL)
Sales Related Activities
Sales Roles
Sales Sequence
Sales Territory
Sales Training
Sandler Training
Schedules and Habits
Scraping
Sealing-Off Objections
Segmentation
Selling, General, And Administrative (SG&A)
Selling is a Numbers Game
Selling the Sizzle
Sender Policy Framework (SPF)/Domain Keys Identified Mail (DKIM)
Serviceable Available Market (SAM)
Serviceable Obtainable Market (SOM)
Service Level Agreement (SLA)
Shareholders’ Agreement (SHA)
Share Purchase Agreement (SPA)
Side Selling
Signaling
Signup Conversion Rate
Signup-to-Paying Conversion Rate
Siloed
Single Sign-On (SSO)
Smarketing
Smile and Dial
Social Selling
Software as a Service (SaaS)
Software Capitalization
Solution
Solution Selling
Sound Bite
Spiff
SPIN Selling
SQLs
Stage
Stakeholder
Statement of Work
Straight-Commission
Strategic Investment
Structured Data
Subject Matter Expert
System of Record
T
EOM
EOQ
EOY
Equity
FAB
Fair Market Value
Field Day
Field Sales Rep
Firmographic
Fiscal Year
Footprint
Forecasting
Fortune 500
Forward Revenue
Four Stages of Learning
Gatekeeper
General Manager
Global Business Unit
Goal Card
Goal-D Card Incentive Program
Go-To-Market Strategy
GPCTBA / C&I
Gross Margin
Historic CLV
Horizontal
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