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Sales Glossary

This inside sales glossary is intended to help you navigate through the terminology and jargon associated with inside sales, call centers and communications. Some of the terms relate directly to inside sales processes, while other terms relate more to sales acceleration and communications technology that inside sales teams are investing in to maximize productivity and revenue.

sales glossary

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Index

a
  • AIDA

    AIDA is the acronym for the four steps which collectively create the Purchase Funnel. AIDA, precisely, stands for Awareness, Interest, Desire, a...

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  • Adoption process

    Adoption Process is just another term for a buying process and can be described as all of the steps that a lead goes through to become an actual...

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  • ABC

    ABC which stands for “Always Be Closing”, the sales strategy that says a sale is an only objective that a sales rep should be focusing on. Thus,...

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  • Automatic Dialer

    Automatic Dialer (auto dialer, auto-dialer, autodialer) is a piece of software or an electronic device that automatically dials phone numbers. N...

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  • Account Based Marketing

    Account Based Marketing is a form of marketing, usually used in a B2B sector, which uses individual targeting and personalized accounts in order...

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  • Average Selling Price

    Average Selling Price (ASP) refers to the average price of a certain product on the market or to the most common price of the product. The ASP i...

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  • Average Contract Value

    Average Contract Value (ACV) refers to the average revenue you get from the customer over the specific time frame. Companies use ACV to evaluate...

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  • Artificial Intelligence

    Artificial Intelligence also known as AI refers to a system of computers of software that in some way simulate certain aspects of human behavior...

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  • Applicant Tracking System (ATS)

    Applicant Tracking System (ATS) refers to the system used to track the process of hiring. Oftentimes, ATS is just a properly designed Excel file...

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  • Application Program Interface (API)

    Application Program Interface (API) refers to a set of routines, protocols, and tools for building software apps. API can be also defined as the...

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  • Annual Recurring Revenue

    Annual Recurring Revenue (ARR) stands for the revenue a subscription-based business gets over one calendar year. For the subscription-based comp...

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  • Amortization

    Amortization refers to the accounting technique used to lower the cost of an asset. Practically, it is executed in the form of paying off debt o...

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  • Accounts Receivable

    Accounts Receivable is the amount of money that your company is yet to collect from the customers who bought the product or paid for the service...

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  • Accounts Payable

    Accounts Payable is the amount of money that your company owes to specific providers such as its vendors and suppliers. Accounts Payable helps c...

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  • Account Executive

    Account Executive is the sales rep who is responsible for a specific account or sometimes accounts. The role of Account Executive is to nurture ...

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  • Account Development Representative

    Account Development Representative is a sales rep who is responsible for generating a new, specific lead (accounts) that are ready for further s...

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  • Account-Based Selling (ABS)

    Account-Based Selling or ABS is a form of sales, usually used in a B2B sector, which use individual targeting and personalized accounts in order...

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  • Account-Based Everything

    Account-Based Everything refers to the approach set throughout the company which focuses on individual targeting in regards to all of the depart...

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  • Account

    Account refers to the set of information about the certain individual. This information may include past interactions with the company and his c...

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  • AB Testing

    AB Testing (split testing) is a method of conducting an experiment which purpose is to measure the difference in various metrics between the two...

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b
  • Buying Signal

    Buying Signal stands for the communication from the prospect that signifies the fact that they are ready to make a purchase. These could be done...

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  • Buying Process/Cycle

    Buying Process or a Buyer Cycle is the process that a lead has to go through in order to make a purchase. There is no one, right Buying Process ...

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  • Buying Criteria

    Buying Criteria is all of the information that a Buyer needs or may need to actually buy your product or service. Buying Criteria answers the mo...

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  • Buyer Persona

    Buyer Persona is the representation of your ideal customer based on market research and the features and benefits of your product. Creating Buye...

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  • Buyer Behavior

    Buyer Behavior is made of all of the actions and ways that buyer does, considers and takes on his way from searching for a solution to buying th...

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  • Bottom of the Funnel (BOFU)

    Bottom of the Funnel stands for one of the last steps of the buying process that a leads go through. BOFU is the step in which a lead is very cl...

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  • Bad Leads

    Bad lead is a lead that is very unlikely to become an actual customer and can be a real disaster for sales reps and, overall, your business. Bad...

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  • Benefit

    The benefit is the value of the product or service that a customer experiences. It is crucial - especially for sales reps and marketers - to dis...

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  • B2C Sales

    B2C (business-to-customer) sales refer to a sales model in which companies sell directly to a customer who is the end-user of the product or ser...

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  • B2B Sales

    B2B (business-to-business) sales refer to a sales model in which companies sell products solely to other business instead of selling them direct...

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  • Buying Intent

    Buying Intent refers to how likely an individual is to purchase a certain product or a service. Buying Intent can be evaluated through analyzing...

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  • Buyer

    Buyer is the individual or the company that purchases a certain product or a service. It is the main duty of Account Executives to turn as many ...

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  • Business Intelligence

    Business Intelligence (BI) focuses on the internal metrics of the enterprise. Business Intelligence is used to make better market and product de...

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  • Bonus

    Bonus in regards to payment is the additional compensation that employees can get for the exception work or service that they provide. Bonuses a...

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  • BASHO Email

    BASHO Email refers to the specific type of email or, more specific, the content of such email that opts to get the positive response from the re...

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  • Base Salary

    Base Salary refers to the amount of payment that both employee and employer have agreed on. The Base Salary is brought up in regards to the depa...

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  • B2C2B

    B2C2B stands for Business-to-Consumer-to-Business and is a model of building a relationship to further sell to a bigger target. For example, a c...

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  • BANT Framework

    BANT Framework is a system created by IBM that lets businesses assess how likely a lead is to become a customer. As the name stands, this framew...

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  • Cross-Selling

    Cross-Selling is a term that describes a scenario when a customer gets sold more than one product on a single purchase in a certain manner. This...

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  • Conversion Rate

    Conversion Rate stands for the percentage of people who went through a certain conversion path and thus, become leads. Conversion Rate can be me...

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  • Conversion Path

    Conversion Path is the set of events that help capture the lead. For example, one of the most common conversion path would be the one starting w...

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  • Commission

    The commission is a payment that a sales rep gets when they successfully close a sale. The commission is most often the percentage of the sales ...

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  • Closing Ratio

    Closing Ratio shows the percentage of all successfully closed sales (close-wins) in regards to the total number of sale opportunities. Closing R...

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  • Closed-Lost

    Closed-Lost describes the situation in which a sales rep doesn’t successfully close a sales and a lead decides not to make a purchase.

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  • Closed-Won

    Closed-Won describes the situation in which a sales rep successfully closes a sales.

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  • Closed Opportunities

    Closed Opportunities is the term that describes all of the closed opportunities, both won and lost. This term is mostly used as the indication o...

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  • Churn Rate

    Churn Rate is a metric that shows how many customers you retain over the specific period of time. To calculate the Churn Rate you have to measur...

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  • Customer Success Reps

    Customer Success Reps are the members of inside sales team that focus customer retention and overall satisfaction. The duties of customer succes...

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  • CTI

    CTI is, in general, the technology which enables computers to interact with telephones and to manage telephone calls. This technology is mostly ...

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  • Conversation Science

    Conversation Science is a complex term which stands for all of the details that take place during the phone call and may lead to its success. Ne...

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  • Conversation Intelligence

    Conversation Intelligence is one’s ability to properly project the way of a certain call and its outcome. It is crucial as in sales organization...

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  • Conversation Analytics

    Conversation Analytics help better analyze the conversations by transcribing speech and turning it into searchable data. Thanks to such solution...

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  • Cold Call

    Cold call is a call during which a person making a call has no information (or only slight) about the recipient of that call. Because of that, t...

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  • Click-to-Call

    Click-to-Call (click-to-talk, click-to-dial, click-to-chat and click-to-text) is a form of communication in which a person clicks a button, imag...

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  • Call Tracking

    Call Tracking is a system/software that lets you track the marketing and ad-based value of inbound calls. Thanks to such technology each of the ...

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  • Call Routing

    Call Routing is a system that enables to automatically route calls based on some predefined criteria. Call Routing can greatly help to improve c...

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  • Call Recording Compliance

    Call Recording has been regulated by several institutes, thus companies who record their calls have to make sure that they meet the requirements...

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  • Call Disposition

    Call Disposition helps call center agents to move seamlessly from one call to another. It is a label that call center agent can quickly assign t...

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  • Call Coaching

    Call coaching is a process of training that helps call center agents to improve their skills, learn new techniques and provide excellent service...

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  • Call Center Software

    Call Center Software is a software solution that helps call center, support teams and sales teams manage calls in a more efficient way and, in r...

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  • Customer Success

    Customer Success refers to a set of actions, usually carried out in B2B sales, by Customer Success Reps which main focus is to keep good relatio...

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  • Customer

    Customer, just like a client, refers to an individual or the company that pays another entity for a product or a service they’ve purchased.

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  • Covenant

    Covenant refers to a specific type of promise, usually written, that sets an agreement between two different entities that certain activities wi...

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  • Cost per Impression (CPI)

    Cost per Impression (CPI) refers to the metric used by advertisers, most commonly in regards to Google Ads and Facebook Ads which describes the ...

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  • Cost per Click (CPC)

    Cost per Click (CPC) refers to the metric used by advertisers, most commonly in regards to Google Ads and Facebook Ads which describes the effec...

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  • Cost of Goods Sold (COGS)

    Cost of Goods Sold (COGS) refers to costs which are directly linked to producing the goods that the company sells. COGS include the cost of mate...

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  • Conversion

    Conversion refers to an action that turns the lead into a paying customer. Conversion can be also used in regards to a specific event that may o...

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  • Content Management System (CMS)

    Content Management System (CMS) refers to the specific type of software that allows you to manage, modify and create digital content. One of the...

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  • Content

    Content refers to the material or documents such as ebooks, articles, audio, and video files that are made to inform, engage, and influence spec...

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  • Compounded Annual Growth Rate

    Compounded Annual Growth Rate refers to the percentage of growth over the specific time frame. Compounded Annual Growth Rate helps companies mea...

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  • Complex Sale

    Complex Sale refers to a specific type of sale in the B2B sector which involves one or more decision makers, different than regular payment agre...

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  • Compensation

    Compensation refers to the total payment an individual receives for his work and it includes the base salary as well as all the other, additiona...

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  • Cold Email

    Cold Email just like Cold Calling refers to the situation in which an individual contacts another individual via email whilst the recipient of s...

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  • Client

    The client is another word for a customer and refers to an individual or the company that pays another entity for a product or a service they’ve...

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  • Click Through Rate (CTR)

    Click Through Rate (CTR) refers to the metric usually used in regards to optimizing conversion rate which can be expressed as a percentage of cl...

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  • Clawback

    Clawback refers to the special contractual clause, usually included in employee’s contract, that states that in specific circumstances the money...

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  • C-Level or C-Suite Executives (CxOs)

    C-Level or C-Suite Executives (CxOs) refers to specific roles that a high-level employee might have in a given company. Such roles are:

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  • Churn

    Churn refers to the percentage or the number of customers that leave or cancel their subscription over the certain time frame. Churn can be late...

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  • Channel Sales

    Channel Sales refers to a method clustering sales force into groups in regards to various distribution channels. Such a method lets the company ...

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  • Channel Partner

    Channel Partner refers to a person or the organization that sells products or service of another company or an individual (on their behalf).

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  • Champion/Challenger Test

    Champion or Challenger Test refers to the approach that most companies use to choose the best-working engagement strategy in a particular sector...

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  • Challenger Sales Model

    Challenger Sales Model is a sales framework that drops the idea of building a relationship which can be effective but may take a lot of time up-...

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  • Call for Proposal

    Call for Proposal refers to the process during which an individual or a company asks for something to be sold to them. Mostly, call for proposal...

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  • Customer Relationship Management (CRM) System

    Customer Relationship Management (CRM) System is a software that combines various features and technologies that help manage and automate certai...

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  • Customer Acquisition Cost (CAC)

    Customer Acquisition Costs (CAC) is the cost of acquiring a new customer. The point of this metric is for businesses to evaluate the profit that...

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  • Customer Lifetime Value (CLV)

    Customer Lifetime Value (user lifetime value, LTV) is a total value of your customer (total of his purchases) over the lifetime with your compan...

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d
  • Decision-Maker

    Decision-Maker is a person that makes a final decision on whether to make a purchase or not. Oftentimes, sales reps have trouble getting into a ...

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  • Drip Campaign

    Drip Campaign refers to the marketing effort which works in a form of automated email sequence that a lead receives after taking a certain actio...

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  • Draw on Sales Commission

    Draw on Sales Commission is also known as Draw Against Commission is a form of payment for sales reps that is given to an employee in advance to...

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  • Doing Business As (DBA)

    Doing Business As (DBA) refers to a situation in which an entity uses a different name as their legal, registered name. DBA can be also describe...

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  • Discount

    Discount refers to a promotional reduction in the cost of a product or a service, commonly used during special occasions to bring more sales or ...

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  • Direct Sales

    Direct Sales refers to the method of selling a product or a service in which the act of sales happens in a face-to-face scenario in which a sale...

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  • Direct Mail

    Direct Mail refers to a communication channel used for marketing efforts conducted via traditional postal services. Direct Mail includes sending...

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  • Demand Generation

    Demand Generation refers to the marketing process which aims to build the awareness of the product or service in order to boost sales, traffic, ...

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  • De-dupe

    De-dupe or de-duplications refers to the process which goal is to eliminate all of the duplicate data in regards to various accounts or within t...

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  • Deal Closing

    Deal Closing is the final step of selling process during which the prospect agrees to purchase the product or sign up to kick off his subscripti...

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  • Day Sales Outstanding (DSO)

    Day Sales Outstanding (DSO) refers to the measure of the number of days that it takes for the company to collect the payment after acquiring cli...

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  • Dark

    Dark is the term commonly used by sales reps which refers to the state in which prospect has become unresponsive to calls, emails, and other for...

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  • Demo-to-Close Conversion Rates

    Demo-to-Close Conversion Rate can be simply computed using this formula: (number of closed deals over a specific time period divided by the tota...

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  • Equity

    Equity refers to some sort of ownership interest in a company. Equity can be also depicted as a stock representing an ownership interest, the va...

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  • Enterprise Resource Planning (ERP)

    Enterprise Resource Planning (ERP) refers to the process of managing and integrating the most important parts of the business. Enterprise Resour...

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  • Entrepreneur in Residence (EIR)

    Entrepreneur in Residence (EIR) is a position in a venture capital firm usually taken by an accomplished executive who, most often, has already ...

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  • Enterprise

    Enterprise refers to a large company composed of multiple levels, sectors, departments, and locations with advances structures within the organi...

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  • Enrichment

    Enrichment refers to the set of actions or the process that opts to upgrade the value of a product or a service in order to benefit the current ...

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  • Engagement

    Engagement refers to the set of actions or the process that focuses on keeping a targeted audience interested in your business, company or a par...

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  • Employee Engagement

    Employee Engagement refers to the set of actions or a process that leads opts to improve employee engagement and commitment to the state, develo...

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  • E-Commerce

    E-Commerce refers to the field of Commerce in which transactions are taking place online. E-Commerce is widely used in reference to all online s...

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  • EBITDA

    EBITDA is an acronym for Earnings Before Interest, Taxes, Depreciation, and Amortization and is a measure of the company’s financial performance...

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  • Email Automation

    Email automation heavily relies on an appropriate timing so it’s crucial that sales leaders who establish the order and timing of emails know th...

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f
  • Forecasting

    Forecasting is nothing else than estimating future performance of the sales department. Forecasting helps business owners to plan their expenses...

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  • Forward Revenue

    Forward Revenue also known as Forward Earnings or Future Earnings is the periodic revenue projected for the next 12 months (often next fiscal ye...

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  • Fortune 500

    Fortune 500 is a list of 500 of the largest US companies ranked by total revenues for their respective fiscal years published yearly by a Fortu...

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  • Fiscal Year

    Fiscal Year (FY) is a period of one year (not always calendar year) used by companies and government for taxation purposes. Fiscal Year is also ...

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  • Firmographics

    Firmographics refers to sets of characteristics to segment prospect organizations. Some of the Firmographics are company size and company locati...

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  • Fair Market Value (FMV)

    Fair Market Value (FMV) is the price that a buyer would be willing to pay for a given product. FMV can’t be calculated and, most of the times is...

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  • Gatekeeper

    Gatekeeper is the person who decides on whether certain information or a specific person should get to another member of the company. Gatekeeper...

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  • GPCTBA/C&I

    GPCTBA/C&I is the acronym for Goals, Plans, Challenges, Timeline, Budget, Authority, Negative Consequences, Positive Implications. This is all o...

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  • Gross Margin

    Gross Margin refers to total sales revenue minus its Cost of Goods Sold (COGS), divided by total sales revenue, and expressed as a percentage. T...

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  • Go-to-Market Strategy

    Go-to-Market Strategy also known as GTM or Go-to-market plan refers to the set of action or the plan that a company uses to assess the value of ...

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  • General Manager

    General Manager is an executive often with the top-level of importance whose main responsibility is to manage a specific company structure or a ...

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i
  • InMail Messages

    InMail Messages are a special type of messages that you can send through LinkedIn. These messages can be sent by users to another user who is no...

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  • Initial Public Offering

    Initial Public Offering (IPO) is the process of offering shares in a private corporation to the public for the first time. Most of the time, com...

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  • Infrastructure as a Service (IaaS)

    Infrastructure as a Service (IaaS) is a form of cloud computing that provides virtualized computing resources over the internet. The purpose of ...

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  • Independent Software Vendor (ISV)

    Independent Software Vendor (ISV), also known as Software Publisher, is an individual or a business who is focused on building, developing, and ...

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  • Ideal Customer Profile (ICP)

    Ideal Customer Profile (ICP) refers to a fictional type of a customer who has all of the desirable features that make him a perfect match for th...

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  • IVR

    Interactive Voice Response (IVR) is the technology that allows computers to interact with humans through the usage of a keypad or DTMF tones. IV...

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  • Key Performance Indicators (KPIs)

    Key Performance Indicators (KPIs) refers to values which can be measured to give a company or a certain manager an indication of the state of th...

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  • Key Accounts

    Key Accounts, also called VIP customers, are main customers who the company focuses on and, in case of their churn, suffers from a significant r...

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  • LTV:CAC

    LTV:CAC is the ratio of LTV - lifetime value and the CAC - customer acquisition cost. To compute the LTV:CAC ratio you simply have to compare th...

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  • Loss Leader

    Loss Leader is a term that describes a product sold at a low price resulting in a loss or a break-even situation. The purpose of using Loss Lead...

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  • Lead Qualification

    Lead Qualification is the process of evaluating whether a specific lead is a proper one for your business and the product or service you offer. ...

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  • Lead

    Lead is a person or a company who has shown an interest in the product/service that you offer. A person can become a lead through downloading yo...

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  • Low-Hanging Fruit

    Low-Hanging Fruit is a sales term which refers to a certain market segment or a consumer requires the least amount of effort to close. Low-hangi...

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  • Loss Aversion

    Loss Aversion refers to a psychological phenomenon or an effect whereby people care more about losing a certain amount of money that they do abo...

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  • Lead Scoring

    Lead Scoring is the process held by sales reps conducted to prioritize the importance of each of the lead. Top-value leads are treated with a to...

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  • Lead Nurturing

    Lead Nurturing refers to the set of actions or a process of engaging with leads who, later on, could become paying customers. Lead Nurturing pro...

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  • Lead Generation

    Lead Generation is a set of actions or a process of generating interest around a certain product or as service aimed to generate new leads who c...

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  • Local Presence

    Local Presence technology allows sales reps and call agents to dial leads and prospects using local code areas. Such a practice may lead to a hu...

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  • Lead to Revenue Management (L2RM)

    Lead to Revenue Management (L2RM) is a model that covers a set of sales and marketing methods and processes that focus on generating revenue thr...

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  • Lead Response Time

    Lead Response Time is a variable that shows how long does it take to follow up with a lead that has contacted a business. It is important to kee...

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  • Lead Response Rep

    Lead Response Rep is an inside sales rep who focuses solely on following up with leads from inbound marketing efforts. That means such a rep con...

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  • Lead Enrichment

    Lead Enrichment consists of all of the actions that provide additional information about the lead. Such information can be used by inside sales ...

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  • Monthly Recurring Revenue (MRR)

    Monthly Recurring Revenue (MRR) stands for the revenue subscription-based businesses get on a monthly basis. For the subscription-based companie...

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  • Middle of the Funnel (MOFU)

    Middle of the Funnel (MOFU) stands for the stage of the buying process that the lead enters after identifying his/her problem. At the MOFU the l...

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  • Mid-market

    Mid-market refers to the classification according to which, businesses are measured in terms of their revenue, the number of employees, scale, s...

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  • Messaging

    Messaging is the set of action or the process of communicating your brand’s values, benefits that it offers, and the idea behind it, with your t...

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  • Marketing Qualified Lead

    Marketing Qualified Lead (MQL) is a lead that meets all of the requirements based on the principles set by the marketers. Such lead can be later...

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  • Marketing

    Marketing is the set of actions focused on creating a desire for a certain product or service which should result in generating buzz around it t...

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  • Mobile CRM

    Mobile CRM is an app that serves sales, marketing, and customer service teams to interact with prospects and customers and to access and manage ...

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  • Marketing Qualification Reps

    Marketing Qualified Reps are responsible for following-up with the leads that have engaged with specific content (mostly through internal market...

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  • Market Intelligence Data

    Marketing Intelligence Data is the information gathered from the consumer markets themselves. Such data can include customer and market trends, ...

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  • Net X

    Net X refers to the sales term which indicates how long will it take for the payment to be delivered. The X is then swapped with a proper number...

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  • Net New Business

    Net New Business refers to a prospect or an account who’s been recently turned into a paying customer. Net New Business can be also used in term...

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  • Needs Assessment

    Needs Assessment is the set of actions or a process of analyzing a specific entity, whether it is an organization, a consumer or a part of a pro...

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  • Net Promoter Score (NPS)

    Net Promoter Score (NPS) measures customer experience and shows how likely a customer would be to recommend your brand to friends, relatives or ...

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o
  • Opportunity

    Opportunity is the term describing a Qualified Lead who is being worked by Sales. The definition of the opportunity may vary and companies defin...

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  • Objection

    The objection also known as a Sales Objection is the prospect’s rejection of product’s benefits or features. Objections are the natural part of ...

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  • Optimization

    Optimization is the set of actions or a process of modifying a system, design, product, service or a website with a goal of attaining full funct...

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  • Onboarding

    Onboarding refers to the process of introducing a new customer to your product, platform or a service which should help him quickly get started ...

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  • On Track Earnings (OTE)

    On Track Earnings or On Target Earnings is a realistic forecast of what total of the compensation of a particular sales rep will be considering ...

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  • Outbound Sales

    Outbound Sales is a process of sales reps contacting - through outbound sales calls and emails - potential customers to generate sales or an int...

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p
  • Profit Margin

    Profit Margin refers to the ratio of profitability that shows how much money the company actually keeps in earnings.

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  • Positioning Statement

    Positioning Statements are used by sales reps when opening a sales call do directly addressing prospect’s pain point showing the benefit and the...

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  • Performance Plan

    Performance Plan (PIP, Performance Improvement Plan) refers to the set of actions that take place when a sales rep doesn’t make a certain percen...

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  • Pain Point

    Pain Point refers to the problems and struggles of your targets. Identifying and then targeting specific pain points is crucial in process of sa...

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  • Push Counter

    Push Counter, also known as, Opportunity Push Counter or PO is a counter that tracks how many times an Opportunity has been pushed from period t...

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  • Proof of Concept (PoC)

    Proof of Concept or PoC is usually a prototype or a demonstration which goal is to prove that a certain concept, business idea or a venture is d...

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  • Professional Employer Organizations (PEO)

    Professional Employer Organizations, PEO or employee leasing companies are the companies which specialize in outsourcing business and administra...

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  • Product Qualified Lead (PQL)

    Product Qualified Lead or PQL is a lead that meets all of the requirements to become your customer based on the fact he has already tried some o...

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  • Product Lifecycle Management (PLM)

    Product Lifecycle Management or PLM is the process of managing a product through its entire lifecycle. PLM is important due to the fact the cond...

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  • Procurement

    Procurement is the act of acquiring goods and services for business purposes. The whole process of Procurement involves demand assessment, bid r...

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  • Pro rata rights

    Pro rata rights, also known as, Rights Offering refers to right or a group of right offered to stakeholders that allow them to purchase addition...

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  • Pro rata

    Pro rata is a business finance term which refers to a proportionate allocation of a given quantity to a fraction according to its share of the w...

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  • Point of Contact (POC)

    Point of Contact or POC is another term for a person representing an entity who’s responsible for contact and coordinating the flow of informati...

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  • Plays

    Plays is a sales-specific term which refers to the set of actions or a strategy focused around closing a sale. You can think of Plays as a roadm...

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  • Platform as a Service (PaaS)

    Platform as a Service or PaaS is a set of cloud-based services that allow the user to build their own applications and integrate the various app...

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  • Predictive Dialer

    Predictive Dialer is a type of auto-dialer which automatically dials from a list of telephone numbers. Predictive Dialer is used to maximally im...

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  • Predictive Analytics

    Predictive Analytics is a form of analytics which uses data - both present and historical - to make predictions and forecast future trends, beha...

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r
  • Rule of Reciprocity

    Rule of Reciprocity is a sociological rule which bases on the premise that humans tend to return good deeds. Rule of Reciprocity is used by mark...

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  • Revenue

    Revenue, often called Sales or income statement refers to the amount of money that a company receives during a specific time frame. To compute t...

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  • Return on Investment

    Return on Investment or ROI is a metric which describes the efficiency of a particular investment. ROI’s purpose is to measure the profitability...

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  • Request for Quotation (RFQ)

    Request for Quotation, also known as, Request for Quote is a business process or a business document whose purpose is to gather comprehensive in...

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  • Request for Information (RFI)

    Request for Information, RFI, is a business process or a business document whose purpose to gather the textual information about capabilities, o...

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  • Referral

    Referral is one of the lead generation methods based on the act wherein a third party shares the information about your product or service. Most...

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  • Ramp up

    Ramp up usually refers to an extraordinary increase in the level of the output of the company, its products, employee or a whole team. It is oft...

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  • Relationship Intelligence Data (RID)

    Relationship Intelligence Data (RID) is intelligence that informs sales reps about the history of the relationship between a company and the cus...

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  • Rapport Building

    Rapport building is all about creating rapports and successful relationship with prospects. It is a key part of every salesperson’s efforts. The...

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s
  • Stage

    Stage refers to a single step in the sales process. Stages are used to better identify the actions that the sales rep has to take in order to tu...

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  • Social Selling

    Social Selling is then sales reps use social media to connect with the leads. It can be done by answering leads’ questions, posting valuable con...

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  • Smarketing

    Smarketing refers to the alignment between Sales and Marketing. Practices such as SLAs help achieve the proper state of Smarketing although it’l...

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  • Service Level Agreement (SLA)

    Service Level Agreement (SLA) refers to the agreement between the department of Sales and Marketing that defines the expectations of both depart...

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  • Sales Methodology

    Sales Methodology refers to the specific approach to selling that sales reps may use in order to close more sales. Oftentimes, sales leaders use...

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  • Subject Matter Expert (SME)

    Subject Matter Expert or SME is an individual with a deep understanding of a particular field, process, subject, function or technology. Subject...

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  • Structured data

    Structured data refers to an organized set of data that is strictly defined in terms of how such data will be stored and what type of data will ...

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  • Statement of Work (SOW)

    Statement of Work or SOW is the document that captures and defines all aspects of the work performed by the organization for a client which incl...

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  • SPIN Selling

    SPIN Selling is the acronym of situation, problem, implication, and need-payoff. Each of these terms refers to a type of question that a salespe...

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  • Spiff

    Spiff is the term that describes an immediate bonus or an award for completing a specific task. A spiff can be a financial bonus, paid vacation ...

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  • Solution Selling

    Solution Selling is a sales methodology mostly used in B2B sales according to which, a salesperson rather than focusing on the product and tryin...

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  • Single Sign On (SSO)

    Single Sign On or SSO is a method of access of multiple related, but independent software systems using one ID or username and password. The big...

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  • Small and Mid-Size Business (SMB)

    Small and Mid-Size Business or SMB refers to a business organization that is classified as the one, in terms of scale (budget and staff), betwee...

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  • Siloed

    Siloed is a term used in regards to particular company’s units, teams or departments that lack cooperation and coordination as they’re run separ...

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  • Serviceable Obtainable Market (SOM)

    Serviceable Obtainable Market or SOM is the segment of Serviceable Available Market that not only is in your reach but the one that you can actu...

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  • Serviceable Available Market (SAM)

    Serviceable Available Market or SAM is the segment of the Total Addressable Market (TAM) that is within your geographical reach, based on your b...

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  • Selling, General, and Administrative (SG&A)

    Selling, General, and Administrative or SG&A is the sum of all selling expenses (S) as well as all general and administrative expenses (G&...

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  • Segmentation

    Segmentation is the process of subdividing a large dataset into smaller factor-based segments. Segmentation aim is to provide a better service i...

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  • Salesforce Administrator

    Salesforce Administrator is a manager whose main responsibility is to manage sales teams and particular sales reps in order to keep their produc...

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  • Sales Training

    Sales Training is a set of actions or a process aimed to improve the skills, efficiency, and effectiveness of a sales team and particular sales ...

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  • Sales Prospect

    Sales Prospect is a potential consumer who meets at least some of the company’s requirements to become a paying customer. The difference between...

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  • Sales Productivity

    Sales Productivity is a metric that shows how efficient and effective in regards to sales effort a particular sales rep is. Sales productivity i...

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  • Sales Process

    Sales Process is a set of actions focused on improving sales results by implementing various methodologies, tools, and strategies. The aim of th...

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  • Sales Partnerships

    Sales Partnerships is a collaboration between two or more individuals or organizations focused on boosting sales, and the overall performance of...

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  • Sales Operations

    Sales Operations is a set of business activities and processes focused on increasing the productivity, effectiveness, and efficiency of a sales ...

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  • Sales Manager

    Sales Manager is a mid-tier executive who’s responsible for managing a particular sales team or a sales department. Main duties of the Sales Man...

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  • Sales Kickoff

    Sales Kickoff is an annual meeting often held in the end or at the beginning of the year by a company for its sales teams. Sales Kickoff is held...

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  • Sales Enablement

    Sales Enablement is a set of actions or a process designed to provide the company’s sales reps with proper training, content, coaching, and tool...

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  • Sales Director

    Sales Director, also known as Executive Director, is a senior-level executive who’s responsible for duties such as strategic planning, formulati...

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  • Sales Demo

    Sales Demo can be described as an online meeting during which a sales rep presents the functions and features of a certain product, service or a...

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  • Sales Cycle

    Sales Cycle is the set of actions or a process that a company undergoes in order to sell its products or service. Sales cycle tends to be differ...

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  • Sales Coaching

    Sales Coaching is the set of actions or the process of helping sales reps and other sales professionals to develop their skills, performance, an...

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  • Sales Champion

    Sales Champion is another name for a prospect who is deeply engaged with your product. Oftentimes Sales Champion can be a so-called product evan...

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  • Sales Sequence

    Sales Sequence is the set of prioritized actions that a sales rep has to execute in order to successfully close a deal. Sales Sequences are back...

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  • Software as a Service (SaaS)

    Software as a Service or SaaS refers to a software distribution model in which certain company hosts an application and lets their users access ...

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  • SIP Trunking

    SIP Trunking is a VoIP (Voice over Internet Protocol) technology based on the SIP thanks to which Internet-based telephony services can deliver ...

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  • SIP (Session Initiation Protocol)

    Session Initiation Protocol (SIP) is a communications protocol used for initiating, maintaining, and terminating communication sessions. Such se...

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  • Salesforce Call Logging

    Call Logging in Salesforce is an essential metric to managers as they can monitor the activity of their call agent and sales agents and therefor...

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  • Sales Stack

    Sales Stack (sales technology stack) is a set of technology and various software. Nowadays there are a lot various apps and software that sales ...

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  • Sales Scripts

    Sales Scripts (call scripts, cold calling scripts) are the scripts covering the main talking points that work as a framework for call agents and...

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  • Sales Prospecting

    Sales prospecting is a process of creating an opportunity to make a sale. Most often it is done by inside sales reps who contact the leads via p...

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  • Sales Management Software

    Sales Management Software is a system that allows sales managers and sales reps to quickly gain insights into the progress of sales campaigns, k...

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  • Sales Funnel

    Sales Funnel (sales pipeline, revenue funnel) is a representation of a sales process that your company leads in order to turn a lead into the cu...

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  • Sales Force Automation

    Sales Force Automation is the software that let's automate certain processes such as distributing and analyzing data so the sales reps can focus...

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  • Sales Engagement

    Sales engagement is the whole of interactions that take place between a buyer and seller, that can be measured in both time and touch points. It...

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  • Sales Enablement Tools

    Sales Enablement Tools are the apps which opt to make the work of a sales team more efficient and more effortless. Through automating and shorte...

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  • Sales Enablement Manager

    Sales Enablement Manager is a marketing-sales-mixed type of job that duties range from creating content all the way to sales training. The main ...

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  • Sales Email Tracking

    Sales Email Tracking is a method of assessing key metrics in regards to emails and email campaigns and their effectiveness and how successfully ...

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  • Sales Discovery Call

    Sales Discovery Call is a crucial part of a lead qualification process as well as the whole sales process. It is the first call made after conne...

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  • Sales Development Reps (SDRs)

    Sales Development Reps are the inside sales representatives who solely focus on lead qualification and outbound prospecting and moving leads thr...

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  • Sales Dashboards

    Sales Dashboards are the graphical representation of most important indicators and metrics regarding sales. The main point of such dashboards is...

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  • Sales Conversations

    Sales Conversations are conversations focused on closing a sales or those which are at least a part of making a sale. Sales Conversations are mo...

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  • Sales Coaching Programs

    Sales Coaching Programs are the programs that mainly focus on improving the sales team cooperation, leveling up the efficiency, boosting the mot...

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  • Sales Acceleration Technology

    Sales Acceleration Technology is a part of the software that helps sales representatives accelerate the process of sales and shorten the sales c...

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  • Sales Pipeline Coverage (SPC)

    Sales Pipeline Coverage (SPC) is a metric that shows how full your pipeline is relative to your sales quota. The main point of this metric is fo...

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  • Sales Qualified Lead (SQL)

    Sales Qualified Lead (SQL) is a lead that meets all of the requirements to become your customer. Such a lead has already demonstrated his intere...

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t
  • Top of the Funnel (TOFU)

    Top of the Funnel (TOFU) refers to the first stage of the buying process. During that time, a lead identifies his problem and seeks for valuable...

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  • Triggers

    Triggers are certain occurrences that inform a salesperson of a sale opportunity. The trigger might be a specific answer to a question or a text...

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  • Touches

    Touches is the term used to describe the progress that a sales rep makes in regards to his efforts to turn a prospect into a paying customer. To...

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  • Total Available Market (TAM)

    Total Available Market or TAM is the total possible market demand for a particular product or a service. TAM lets businesses evaluate the total ...

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  • Top Level Domain (TDL)

    Top Level Domain or TDL is a domain ranked at the highest level in the hierarchical Domain Name System of the Internet (DNSI). TDL names are ins...

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  • Template

    Template, as a business term, refers to a file which is used as a guide to creating new documents of the same type faster while meeting all of t...

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  • Target

    Target is a business and sales term that refers to a specific group of potential consumers that the company chooses as desirable customers. To c...

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  • Timezone Detection

    Timezone Detection is a technology which allows sales agents and sales reps contact their leads, prospects, and customers in the most appropriat...

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  • Territory Management

    Territory Management is a process of segmentation of customers and leads in regards to geographical territories. Through such process sales mana...

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u
  • Upselling

    Upselling refers to when sales reps sell the customer a higher-end option of the product they bought or intended to buy. The example of upsellin...

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  • User Interface (UI)

    User Interface or UI refers to the set of elements that a user can interact with and can use to interact with other components of the product. I...

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  • User Experience (UX)

    User Experience or UX refers to the set of aspects of the users’ interaction with the company’s products, service, website, brand, and the compa...

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  • Up and to the Right

    Up and to the Right is a term used to describe company’s level of growth. The term refers to the line graph on which a positive growth over time...

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  • Unique Selling Proposition (USP)

    Unique Selling Proposition or USP, also known as, Unique Selling Point refers to the factor that makes a certain product or service distinct fro...

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v
  • Vice President (VP)

    Vice President, VP or Executive Vice President refers to the role of a senior executive in a specific company. The role of Vice President and hi...

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  • Vertical Market

    Vertical Market refers to a group of companies that serve, through their services, a really narrow niche. Companies serving a vertical market fo...

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  • Value Triangle

    Value Triangle is a sales and marketing model that tries to explain the relationship between three core values in regards to the product or serv...

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  • Value Statement

    Value Statement is a declaration of a firm addressed to its customers and employees that informs them about the particular firm’s core values an...

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  • Value Proposition

    Value Proposition is the message that proposes a certain value or benefit that an offer should deliver. Also, Value Proposition is used in regar...

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  • VoIP

    VoIP( Voice over Internet Protocol) is a system that enables the transmission of voice and other multimedia via Internet Protocol networks. Solu...

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  • Voicemail Drop

    Voicemail Drop (Voicemail Automation) is a technology which helps automate and enhance the process of leaving voicemail messages. Voicemail Drop...

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  • Voice Marketing Automation (VMA)

    Voice Marketing Automation (VMA) is a process focused on optimizing sales process by automating and analyzing phone conversation. VMA is used to...

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w
  • White Hat

    White Hat is the term used to describe a lawful behavior in regards to various acts, methods, and techniques. It is commonly used within the top...

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  • Warm Email

    Warm Email is the process of sending an email to a prospect by the sales rep which has been preceded with contact with that prospect. Warm maili...

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  • Warm Call

    Warm Call is the process of calling a prospect by the sales rep which has been preceded with contact with that prospect. Warm Calling is also co...

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  • Weighted Sales Pipeline

    Weighted Sales Pipeline is a sales pipeline in which every phase get assigned a certain weight (level of importance) in regards to how much does...

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