Sales Glossary

A/B testing is a method of comparing two versions of a sales message to see which one performs better. The goal is to find the version that results in more sales.

A business or organization that buys or uses goods or services.

The salesperson responsible for managing the sales process and developing relationships with key decision-makers within an account.

The process of developing and maintaining relationships with current and potential customers.

The process of maintaining and growing a customer account by developing and nurturing the customer relationship

A document that outlines the key strategies and activities that will be undertaken to grow a specific account.

Active listening is a communication technique that involves fully focusing on and understanding the message that someone is trying to convey.

The process of managing and tracking the day-to-day sales activities of a sales rep.

The total value of all products and services sold to an account over the course of a year.

The average value of all orders placed with a company over a period of time.

B2B (business-to-business) selling is the process of selling products or services to other businesses. This type of selling is typically done by salespeople who have a deep understanding of the products or services they are selling and the companies they are selling to. B2B selling can be done in person, over the phone, or online.

B2C selling is the process of selling products or services to individuals (customers or consumers) through direct means, such as in-person sales, over the phone, or online.

A standard against which something can be measured or compared.

Proven methods or processes that have been shown to produce superior results.

The level of familiarity and recognition that consumers have with a company or its products.

A document that outlines the justification for pursuing a particular course of action.

Information that helps a company understand its customers, markets, and business environment.

A series of activities or steps that are undertaken in order to achieve a specific goal.

A systematic approach to improving the efficiency and effectiveness of business processes.

The sequence of activities a sales rep undertakes to generate and qualify new leads.

The process of creating a call plan, or schedule, for making sales calls.

A third-party company that resells or distributes a company's products or services.

A cold call is a sales call to a potential customer who has not expressed interest in the product or service.

A cold email is an email sent to a potential customer who has not expressed interest in the product or service.

Inbound sales is when a company attracts customers to its products or services, rather than seeking them out.

A performance improvement plan (PIP) is used to set expectations and track progress for an employee who is not meeting expectations. The PIP usually outlines specific areas where the employee needs to improve, as well as specific steps that need to be taken in order to improve.

A pattern interrupt is a sales technique designed to break the pattern of a prospect's normal behavior. By interrupting the prospect's normal pattern, the salesperson can more easily engage the prospect in a conversation, introduce a new product, or close a sale.

The amount of time required for a new hire to reach full productivity and to provide value to a sales team.

The relationship between two parties built on trust and communication.

The amount of money that a company generates.

Simply put, SaaS is "Software As A Service"

A sales cadence is a series of steps that a salesperson takes to move a customer through their sales process. Steps typically consist of emails, phone calls, LinkedIn outreach, and other tasks.

A sales call is a phone conversation or meeting (often times prearranged) during which a salesperson tries to convince a potential customer to buy a product or service.

A series of planned steps that a salesperson takes to move a potential customer through their sales process. Steps typically consist of emails (auto & manual), phone calls, LinkedIn outreach, and other tasks.

The idea that the longer a deal takes, the less likely it is to close.

A potential customer who shows interest in a product or service, but is not serious about making a purchase.

The stage of the sales funnel in which potential customers are first contacted and introduced to a company's products or services.

A startup company that is valued at over $1 billion.

The one feature or benefit of a product or service that sets it apart from its competitors.

The act of selling a more expensive or upgraded product or service to a customer.

The unique value that a company's products or services offer to its customers.

A phone call or meeting in which the salesperson has some prior connection to the potential customer.

A big sales prospect that is difficult to close. Also referred to as simply a whale.

Having no remaining balance.