B2B Sales Terms

Measures how much money a company makes per customer account on average in any given time period

ABM is a customer acquisition strategy that focuses on spending marketing budgets to attract high value customers.

Account-based selling is a strategy where everyone in the company focuses on one account. Account Executive (AE) will own the relationship from beginning to end

Account Executive is a person who manages and oversees the business's account with a particular client.

Annual contract value is the dollar amount of an agreement between a company and customer in 1 year.

B2B refers to an activity of selling products and services to other businesses.

Business to Consumer means that a business sells products or services directly to the general public.

BANT is an acronym for the 4 key elements of a sales strategy: Budget, Authority, Need, and Timeline.

Bad leads or the ‘tire kickers’ are the low-qualified prospects who are very less likely to avail any product from your company.

Base salary is the amount an employee will earn as a predetermined rate for each hour worked or can be agreed upon.

A bonus is anything given to an individual above and beyond what they are owed or expected.

Percentage of visitors who only view one page before leaving your site or app without further interaction with it.

Measurement, collection, reporting and analysis of raw data into meaningful information that drives profitable business actions.

The C-Level/C-Suite is the group of executives who make up an organization's senior management, or "corporate suite."

Call to action is the decisive action that separates a potential customer from a converted one.

Cashflow is the amount of money that flows in and out of a business over a given period.

Channel Partner Marketing is the process of marketing through a company's partners in order to increase sales.

Percentage of customers or subscribers who cancel their subscriptions in a given time period

The closing ratio is the percentage of deals that close.

A closed-won opportunity is the stage of the sales funnel in which a contact has signed on to be your customer

Contacting individuals with products or services that haven’t expressed interest before you give them a call

Cold email is the act of sending an unsolicited message to a person or company, usually through email.

Commission is a percentage of the sale price that you are paid for selling a product.

Application that manages and publishes websites, web apps, digital publications and other online assets.

A conversion rate is a ratio of the number of conversions to the total number of contacts.

The goal with cost-based pricing is to charge based on your production cost & an added fixed % of profit margin.

CAC is the amount of money you spend on sales & marketing to acquire one customer

Application that helps salespeople manage contacts, organize leads, sort opportunities by stage of the sale process

The objective of customer success is to monitor and manage the health of a company’s customers.

Decision makers have the power and resources to influence key aspects of an organization

Demand generation is the process of generating leads for a business.

Emotional Selling Proposition or ESP refers to a salesperson’s ability to convince buyers emotionally.

Contact lists with emails to ensure regular contact with customers, subscribers or members

Main features of a product, advantages gained by user and what benefits user will get

Highly efficient sales process that helps your team focus their efforts to use where they will provide the highest return.

Forward Revenue is revenue that will be received in the future from a sale in an earlier accounting period.

A GTM strategy is a road map that outlines how to reach out and gain a competitive advantage.

Gatekeepers are people who either block or give access to key decision-makers in a company

Gross Margin is the difference between a company's revenue and its cost of goods sold.

Cloud-based technology that eliminates the need to purchase hardware and software upfront

InMail is the new way to connect with people on LinkedIn over great content, job opportunities and more.

Inbound sales is a sales approach that prioritizes individual buyers' demands, challenges, objectives, and interests.

Influencer marketing is when you use people with a lot of followers on social media to help promote your product.

Interactive Voice Response System is a type of phone system that lets you conduct business transactions over the phone.

A landing page is an individual web page that appears when someone clicks on your advertisement.

Lead generation is a process by which businesses generate leads and convert them into opportunities.

Marketing strategy that involves regular contact with potential customers that are not yet ready to buy.

Lead qualification is a process of determining whether a lead fits your Ideal Customer Profile (ICP) and is a good fit for your brand or product.

Lead scoring is the process of assigning a value to each lead based on their predicted conversion rate

Total of both the revenue generated by an individual over their lifetime as a customer

List hygiene is a practice that involves clearing out all the inactive and non-interactive emails on your mailing list.

Market research is a process that helps businesses understand their customers and the market.

Process of automating marketing tasks in order to help you save a time and also achieve your marketing objectives

Prospects that have expressed interest in purchasing your product or service and usually meet certain criteria set forth by the company.

The middle of the funnel is a sales technique that helps you generate leads by providing content to potential customers.

MVP or minimum viable product is a product with the least features and capabilities that provide some of its core value.

Total income generated from an organization's recurring revenue sources during a given month

Net New Business provides a measure of how many new customers are brought into the company compared to old customers who leave.

The Net Promoter Score (NPS) is a customer loyalty metric that measures how likely your customers are to recommend their brand to others.

Niche Market means that you are taking a niche market and marketing to the people in that particular area.

Organization structure is the design of an organization.

Outbound sales is a process of going out into the world and finding new customers

Company offering products at or below cost as part of an effort to open up the market and acquire new customers

A sales performance plan is a document that outlines the goals and objectives for an individual or organisation.

Platform as a Service (PaaS) is a type of cloud computing that provides developers with ways to create applications without having to manage their own servers.

Data-driven decision-making to avoid surprises by predicting, identifying and responding to future events before they happen

Purchase orders are used in business to make requests for goods and services from suppliers, vendors, contractors and consultants.

A Sales Quarter is a three-month period in which the total sales for any company are calculated.

Someone who provides the potential customer with information about your company or product

Retargeting is the process of targeting a user with ads on sites, apps or other media after they have been to your site.

SaaS, or software as a service, is the delivery of applications over the internet.

Process that helps companies grow their business by increasing the number of SQLs

A sales account is an individual company, business or organization that you intend to sell your product or service.

A technique used to measure the effectiveness of a product or service.

Sales associates are responsible for customer relations and provide the knowledge base to customers.

Sales budget is a set amount of money allocated for marketing & sales expenses.

Sales coaching is the process of training and developing sales representatives.

Sales commission is a percentage of the total sale price for an item that goes to the salesperson who sold it

Sales consultants are people who work with a company to help sell their products and services.

A sales demo is a meeting where the prospective client gets to see how your product will help them solve their problem.

Sales development is a form of marketing strategy that leads qualified prospects to the sales team

SDR's are the first to speak with prospective customers, and their primary responsibility is to build relationships

Sales Directors are the top-level management in charge of selling products and services to customers on behalf of a business enterprise

Sales distribution is the process of assigning a product to a specific retailer, wholesaler or another channel.

Enabling sales teams with knowledge and tools necessary for success is Sales Enablement.

A sales executive is someone who manages the day-to-day operations of a company's sales team.

Sales funnel is a process that shows the journey of how a prospect becomes a customer.

Sale gamification is the process of turning a task or activity into a game to make it more enjoyable

Sales hackers are people who develop inventive ways of selling products or services

A document that records the purchase of goods or services is an Invoice.

Sales KPI is a measurement used in performance management to track success rates

Sales kick off is a meeting designed to help initiate or get a new project started.

Sales lead is a person or company that has high potential interest in purchasing your product or service.

Sales leadership is the process of developing team members to be confident, self-driven sales professionals.

Potential customers, or persons that might be in the market for your product

A sales letter is a document sent to potential customers that persuades them into buying

Sales lifecycle is the process that people go through until they buy a product.

Sales logistics is the process of fulfilling an order as it moves through a company's supply chain.

Sales management is the process of organizing and coordinating sales activities.

Sales manager is the person responsible for overseeing all of the activities that are involved in generating revenue.