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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
Account Development Representative (ADR)
A/B testing
ABC (Always Be Closing)
ABM (Account-Based Marketing)
ABS (Account-Based Selling)
ABSD (Account-Based Sales Development)
AIDA
ARR (Annual Recurring Revenue)
Account
Account Executive (AE)
Account-Based Everything (ABE)
Account-Based Revenue (ABR)
Accounts Payable
Accounts Receivable
Adoption Process
Advantages
Amortization
Analytical CRM
Analytics
Application Program Interface (API)
Appointments Set
Artificial Intelligence (AI)
Average Contract Value (ACV)
Average Dollar per sale (ADPS)
Average Sale/Selling Price (ASP)
B
B2B (Business to Business)
B2C (Business to Customer)
B2C2B (Business to Consumer to Business)
BANT (Budget, Authority, Need, and Timeline)
BANT for SaaS Qualification
BASHO email
Back-out
Bad Leads
Base Salary
Baseline
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)
Buy Line
Buyer
Buyer Behavior
Buyer Persona
Buyer’s Remorse
Buying Atmosphere
Buying Criteria
Buying Intent
Buying Process / Buying Cycle
Buying Signal
C
C-Level / C-Suite
Call for Proposal
Call-Back
Call-Blocks
Call-In
Calls
Cancellation Prevention
Cap Draw
Cash Collection
Challenger Sales Model
Champion / Challenger Test
Channel Partner
Channel Sales
Churn
Churn Rate
Claw-back
Click-Through Rate (CTR)
Client
Close
Closed Opportunities
Closed Question
Closed-Lost
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 Per Click (CPC)
Cost Per Impression
Cost of Goods Sold (COGS)
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
DOA Customer
Dark
Data
Data Entry / Processing
Data-Mining
Day Sales Outstanding
Days to Term Sheet
De-Dupe
Deal Closing
Deal-Flow
Decision-Maker
Defination of Selling
Deliverables
Demand Generation
Demo
Demo Goals
Demo Ratio
DevOps
Dialer
Direct Mail
Direct Response Marketing
Direct Sales
Discount
Discovery
Discovery Call
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
EOM
EOQ
EOY
Emotional Sale
Employee Engagement
Engagement
Enrichment
Enterprise
Enterprise Resource Planning (ERP)
Entrepreneur in Residence (EIR)
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
GPCTBA / C&I
Gatekeeper
General Manager
Global Business Unit
Go-To-Market Strategy
Goal Card
Goal-D Card Incentive Program
Gross Margin
H
Historic CLV
Horizontal
I
IVR Systems
Ideal Customer Profile (ICP)
InMail Messages
Inbound
Independent Software Vendor (ISV)
Infrastructure as a Service (IaaS)
Initial Public Offering
Inside Sales Rep
Intellectual Sale
K
Key Accounts
Key Performance Indicators (KPIs)
Kickers
L
LTV: CAC
Land and Expand
Law of Averages
Law of Compensation
Lead
Lead Generation
Lead Nurturing
Lead Qualification
Lead Scoring
Lifetime Value
Loss Aversion
Loss Leader
M
Machine Learning
Margin
Mark-up
Marketing
Marketing Qualified Leads (MQLs)
Master Services Agreement
Messaging
Metrics
Mid-market
Middle of the Funnel
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
On Track Earnings/OTE
Onboarding
Open Accounts
Operational CRM
Opportunity
Optimization
Org Structure
Organization
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
Pro-Rata
Pro-Rata Rights
Procrastination Objection
Procurement
Product
Product Lifecycle Management
Product Purchase Cycle
Product Qualified Lead (PQL)
Professional Employer Organization (PEO)
Profile
Profit Margin
Profitability
Proof of Concept (PoC)
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
SPIN Selling
SQLs
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 is a Numbers Game
Selling the Sizzle
Selling, General, And Administrative (SG&A)
Sender Policy Framework (SPF)/Domain Keys Identified Mail (DKIM)
Service Level Agreement (SLA)
Serviceable Available Market (SAM)
Serviceable Obtainable Market (SOM)
Share Purchase Agreement (SPA)
Shareholders’ Agreement (SHA)
Side Selling
Signaling
Signup Conversion Rate
Signup-to-Paying Conversion Rate
Siloed
Single Sign-On (SSO)
Smarketing
Smile and Dial
Social Selling
Software Capitalization
Software as a Service (SaaS)
Solution
Solution Selling
Sound Bite
Spiff
Stage
Stakeholder
Statement of Work
Straight-Commission
Strategic Investment
Structured Data
Subject Matter Expert
System of Record
T
Margin
Mark-up
Marketing
Marketing Qualified Leads (MQLs)
Master Services Agreement
Messaging
Metrics
Mid-market
Middle of the Funnel
Minimum Viable Product (MVP)
Mirroring
Monday Morning Meeting
Monthly Recurring Revenue (MRR)
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)
Objection
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