Let’s agree that we’ve all, at least once, found ourselves in a sales meeting where several acronyms were being thrown around, leaving us to wonder what they could mean.
It happens! Sometimes, sales jargon can get too much. Buzzwords can differ from company to company and from situation to situation.
Without a doubt, the modern-day sales management realm calls for a firm grasp of the language that fuels the sales industry. Arming yourself with the latest sales glossary is crucial. While you may not be using many of those words with your customers, you will need them to expand your vocabulary or while talking to your sales reps.
After all, you don’t want the ever-growing sales jargon to cause miscommunication and delayed decisions in your team.
The Largest Sales Glossary You Need
Nothing is as powerful as the knowledge of the fundamentals. So, here’s a little something to help you when you want to help other sales professionals– A-Z sales glossary.
1. A/B Testing
Also, known as split testing, it refers to an experiment in sales where salespeople compare two or more variants to see the market response to each option.
2. ABC (Always Be Closing)
It is a strategy that implies that everything a salesperson does should result in closing the deal.
3. ABM (Account-Based Marketing)
It is a B2B sales strategy when marketing and sales teams combine their efforts to target particular accounts using personalized methods of outreach and engagement.
4. ABR (Account-Based Revenue)
It is a framework that offers customized support from onboarding to after-sales to the customers throughout their lifecycle with a brand.
5. ABS (Activity-Based Selling)
It is a B2B sales strategy where salespeople focus on the selling activities they can control with the aim of closing more deals.
6. ACV (Annual Contract Value)
It is the average revenue that a single customer or account brings to a company.
7. Account Customization
It is a CRM (customer relationship management) tool feature that helps organize deals and facets of the sales process.
8. Accounts Payable
This is the amount of money that the organization owes to various creditors such as vendors, suppliers, and service providers. This amount is a part of the company’s balance sheet in the form of liabilities.
9. Accounts Receivable
This is the amount that is owed to the organization by its customers for the goods and services they buy from the organization.
10. Adoption Process
It is the way a customer adopts a new product or service.
11. ADR (Account Development Representative)
He/she develops all the sales strategies, identifies potential prospects, and participates in different activities to help the company achieve its sales goals.
12. AE (Account Executive)
He/she is a sales professional who takes over the sales process from an ADR towards closing a deal. This salesperson is responsible for nurturing the accounts as per their pain points, conducting demos, and negotiating contracts.
13. AIDA (Awareness, Interest, Desire, and Action)
It’s a sales model that describes all the stages through which a prospect goes through in the buying process.
14. Amortization
It is the time period during which a debt is reduced or paid off through regular payments.
15. ARR (Annual Recurring Revenue)
It is a key sales metric that SaaS and subscription-based businesses use to define the contract length for their clients in order to measure their annual revenue accurately.
16. ASP (Average Selling Price)
It is defined as the average price at which a product or service is sold to the customers.
17. Autoresponder
It is a tool that is programmed to send automatic messages to new users who subscribe for a solution or take action. The triggers and messages can be in accordance with the company’s requirements.
18. Average (DPS) Dollar Per Sale
It can be calculated by dividing total sales dollars for a given time period by the number of sales made or deals closed.
19. B2B (Business to Business)
This sales term refers to the companies that primarily sell their products and services to businesses.
20. B2B2C (Business to Business to Consumer)
This sales term refers to companies that sell to or partner with those B2C businesses that further sell to the customers.
21. B2C: Business to consumers
This sales term refers to those companies that primarily sell their products and services directly to consumers.
22. Bad Lead
A bad lead is the one that has the least chance of becoming a customer. Salespeople are required to identify the ones in the early sales process and cut ties with them to avoid wasting their time and resources.
23. BANT (Budget, Authority, Need and Timeline)
It is a type of sales framework that salespeople use to determine which leads qualify as per their business products or services and prioritize them.
24. BDR (Business Development Rep)
He/she is a sales rep who takes care of the outbound lead generation. They initiate contact with leads to open a sales relationship and set up meetings with sales development reps (SDRs).
25. BOFU (Bottom of the Funnel)
As the name suggests, it is the closing stage of the sales funnel. It is also known as the decision of purchase stage.
26. Bounce Rate
It is defined as the sales metric that helps measure the percentage of visitors who enter a website and leave without taking any further action such as clicking on a CTA, visiting another page, or opening an internal link.
Talking about email marketing, bounce rate is defined as the percentage of email addresses that didn’t receive the email you shot.
In both cases, a high bounce rate means that businesses must improve their website and update their contact list.
27. Bulk Email
As the name suggests, it is an email sent to a large number of recipients at once.
28. Business Intelligence
It means the interpretation of data that helps businesses make informed business decisions.
29. Buyer Persona
It is defined as the representation of a company’s ideal customer as per the market research and original data garnered about existing customers.
30. Buyer’s Remorse
It is a psychological sense of guilt or remorse that a buyer experiences after making a purchase. It usually happens when they buy an expensive item.
31. Buyer’s Journey
Also known as the buying process, it refers to the stages and decision points a buyer goes through when they identify and research options for their problems.
32. Buying Criteria
It is defined as the information that a customer wants to know or needs while making a purchase. They may request this information from the sales rep or look for it on their own.
33. Buying Intent
It is said to be the way in which consumers show interest in buying a product or service by doing things such as downloading documents, participating in events, etc.
34. Buying Signal
It can be a verbal or non-verbal signal from a potential buyer.
35. CAC (Customer Acquisition Cost)
This is the total cost of acquiring new customers. It includes all the costs like advertisements, team salaries, etc. that are then divided by the number of customers acquired.
36. Cadence
This is the sequence of actions that salespeople go through while hoping to close a sale with a prospect. It includes every contact attempt they make via phone, email, social media, etc.
37. CAGR (Compound Annual Growth Rate)
It is defined as the rate of return (RoR) required for an investment to grow from the beginning to the end, considering that all the profits were reinvested at the end of each period of the investment’s lifespan.
38. Call-in
It is the stage when someone gets in touch with your company for the first time with the aim of knowing more about your product or service.
39. Case study
It is referred to any story, evidence, or data of your solution that benefits your customer.
40. Cash Flow
It is defined as the amount of money that is used for operational activities that are flowing into or out of the business over a specified period of time.
41. Challenger Selling
It is that type of sales model or methodology that takes control of the entire sales experience.
42. Challenger Test
Also known as a champion test, it helps determine the best way of engaging a given market.
43. Channel Sales
This is the method of classifying and deploying the sales team resources in order to focus on various distribution channels.
44. Channel Partner
It is a third-party organization that partners with the company to offer products and services on behalf of the vendor.
45. Churn Rate
It is defined as the rate of customers that stop doing business with an entity.
46. Closed Opportunities
It refers to both closed-won and closed-lost opportunities in an organization.
47. Closed-Won
It is a type of deal in which the customer agrees to make a purchase from a business.
48. Closed-Lost
It is that type of deal opportunity that doesn’t make a purchase.
49. Closing Ratio
It is defined as the percentage of closed-won deals compared to the number of prospects.
50. CLTV (Customer Lifetime Value)
This is the total worth of a customer during a business lifecycle or we can say how long they are with a business.
51. Cold Calling
It is a type of sales technique where the salespeople reach out to people who have not previously shown any interest in the offered solution.
52. Commission
It is a compensation for closing a sale given to the team members.
53. Consultative Sales
This is a type of sales approach that prioritizes relationships that help identify and provide specific solutions to a customer’s needs.
54. Consumer
He/she is someone who uses a product or service.
55. Contact Management
This is the access to a prospect’s individual details and upsell opportunities.
56. Conversion
It is the sales stage when a prospect becomes a consumer.
57. Conversion Rate
It is the metric that helps determine the effectiveness of the sales teams when it comes to converting leads into customers. Here’s how you can calculate the conversion rate: (closed-won opportunities / qualified leads) x 100.
58. CRM (Customer Relationship Management)
It is defined as a system that helps businesses manage customer data. It also supports sales, delivers deep insights, and facilitates communication.
59. Cross-Selling
It is the selling technique of making your customers buy more from you by offering them a product that is related to what they are already buying.
60. CTA (Call to Action)
It can be a short sentence or a phrase used in emails, offers, websites, and landing pages to encourage prospects to click on it.
61. CTR (Click-Through Rate)
It is the percentage of the email recipients who click on your CTA, or the website visitors who click on your ad. It is calculated by dividing the number of clicks on that particular link by the number of times it is shown.
62. Customer Experience (CX)
It describes the impression your brand leaves on your customers. It is the way customers perceive and evaluate every interaction with a brand.
63. Customer Lifecycle
It’s a multi-stage journey customers go through from the time they hear about a brand to the time they become their customers.
64. Customer Success
It is a strategy that optimizes businesses with existing customers and helps enhance the predictability of recurring revenue.
65. Dark/Dead-end
It is a stage in the sales pipeline when a prospect stops responding to a brand.
66. Data Import
It includes transferring company, contact, deal, and lead data from a third-party platform into a CRM tool.
67. Data Quality
It is the measurement of the accuracy and completeness of the information collected by different departments.
68. Deal
It is an agreement that is created between the prospect and the brand to take action.
69. Deal Flow
This metric shows the rate at which salespeople generate new sales leads and opportunities.
70. Deal Tracking
It is a way to organize deals within a CRM tool.
71. Decision Maker
He/she is someone who is authorized to make the buying decisions on behalf of his brand.
72. De-dupe
It is the process of removing duplicated data from the system.
73. Demand Generation
It refers to the process of building a brand using strategies like email drip campaigns, SEO, content marketing, etc.
74. Demo
It is a presentation given to the customers to make them familiar with the brand’s products/services.
75. Demo Goals
It is the number of sales demos a brand wants to accomplish over a period of time.
76. Demographics
It is defined as the categorization of prospects for business purposes on the basis of job title, location, company, etc.
77. Direct Mail
It means delivering physical flyers, postcards, newsletters, and other promotional materials through traditional postal services.
78. Direct Response Marketing
It includes using emails, postcards, and mailers to attract prospects.
79. Direct Sales
It is the sales process of selling products or services directly to customers without involving retailers.
80. Discovery Call
It is defined as the first call a sales rep makes to a lead with the aim of building his/her brand rapport.
81. Discount
It is the reduction in the price of a product or service as a way of promoting the brand.
82. Drip Campaign
It is an automated email campaign that is meant to engage recipients by delivering relevant content.
83. EBITDA (Earnings Before Interest, Taxes, Depreciation, and Amortisation)
It is a statistic that assesses the operating performance of a business.
84. EIR (Entrepreneur in Residence)
He/she is the founder hired by a venture capitalist firm.
85. Email Automation
It is the term given to the process of creating a tailored sequence of emails that are scheduled in advance to target the right audience with the message a brand wants to convey.
86. Email Marketing
It is a marketing strategy where people use emails to reach out to their potential and existing customers with the aim of building meaningful relationships with them.
87. Email Tracking
It is a way of monitoring the performance of how well a brand’s email campaign turned out to be.
88. Emotional Sale
Also known as the intellectual sale, It is a situation when a prospect is emotionally involved in the buying process of your product or service.
89. Employee Engagement
It can be explained as the extent to which an employee is involved with the company and how passionate he/she is when it comes to improving the profitability and reputation of the company.
90. Engagement
It is an attempt that salespeople make to keep their audience interested in their product or service.
91. Enrichment Metrics
These are the data points that offer complete prospect information.
92. Enterprise
It is a large company that consists of different departments and has hundreds of employees.
93. EOD (End Of Day)
This abbreviation is used to set a deadline for a task or a project.
94. EOM (End of the Month)
This abbreviation is used to set a deadline for a task or a project.
95. EOS (End of the Sale)
This abbreviation is used to set a deadline for a task or a project.
96. EOQ (End of the Quarter)
This abbreviation is used to set a deadline for a task or a project.
97. EOY (End of the Year)
This abbreviation is used to set a deadline for a task or a project.
98. ESP (Email Service Provider)
It is a company that offers email marketing services to businesses.
99. FAB (Features, Advantages, Benefits)
This is a value proposition that is shared with the prospect by the sales rep.
100. FMV (Fair Market Value)
It is the price that any potential buyer would want to pay for a product or service.
101. Feature
It is what a product does to solve a buyer’s needs.
102. Field Sales Rep
He/she is that sales rep who works outside the business office or premises.
103. Flywheel
It is the representation of a customer in his buying journey that includes stages like awareness, engagement, and delight.
104. Follow-up
It is the act of connecting with a prospect after they were contacted earlier.
105. Forecasting
It is a set of techniques that companies use to predict their likely future revenues based on their past performance.
106. Footprint
These are the calculated steps that salespeople are expected to follow from acquisition to delivery.
107. Fortune 500
These are the 500 largest companies that are listed in the Fortune magazine’s annual listing of the in the U.S. as per their revenue.
108. Forward Revenue
It can be defined as the projected recurring revenue for the next 12 months.
109. Gatekeeper
It can either be a person or a software application that controls the access to data or premium features of an application.
110. GPCTBA & CI (Goals, Plans, Challenges, Timeline, Budget, Authority & Consequences, and Implications)
It is a lead qualification framework that focuses on closing pre-qualified leads.
111. Gross Margin
It is the amount that is obtained after the gross profit is divided by total sales.
112. GTM (Go-to-Market)
It can be a strategy or a roadmap that helps gain a competitive edge in a particular market.
113. Historic CLV
It is the sum of all profits made in the past in a specific time period.
114. ICP (Ideal Customer Profile)
It is a list of common characteristics that define a brand’s ideal customer to help the sales team focus on the right prospects.
115. Inbound Leads
He/she is that B2B prospect who is interested in your content and will exchange his/her information for access.
116. Incremental Sales
These are those business sales during a tracked period that go beyond what a business normally sells.
117. Inside Sales
It is the process of selling something through phone calls, emails, and video calls.
118. Infrastructure as a Service (IaaS)
It is a type of cloud computing that offers virtualized computing infrastructures.
119. Inside Sales Rep
He/she is a sales rep who works from the office premises to sell products and services over the phone or via email.
120. IVR (Interactive Voice Recording) System
It is an automated voice interaction system that businesses use to interact with callers.
121. Joe Job
It is spam where the sender uses a fake address to make it look like the spam emails, etc. are being sent from a sender other than the actual source.
122. Key Accounts
Also, known as VIP accounts, these are the big, profitable customers who make repeat and significant purchases with a brand.
123. Key Performance Indicators (KPIs)
It is a metric used by sales managers to measure how well the organization and individual sales reps are working to reach their goals.
124. Land and Expand
“Land” means the first sales from a customer and “expand” means the activity of upselling to make higher profits.
125. Landing Page
This is the type of web page that is created for the purpose of lead generation.
126. Law of Averages
It can be defined as the saying that means the more attempts made at a sale, the higher the sales will be.
127. Lead
He/she is anyone who can become a customer.
128. Lead Conversion
It is when a lead converts into a contact, an account, or an opportunity.
129. Lead Enrichment
This is when you make sure that your lead data is up-to-date by verifying, correcting, and updating it.
130. Lead Generation
This can be explained as all the leads or contacts that you will approach.
131. Lead Management
It refers to the process of finding, qualifying, tracking, and prioritizing potential customers.
132. Lead Nurturing
It can be defined as those marketing activities that aim at building long-term relationships with prospects.
133. Lead Scoring
It is the method of assigning a rank or relative value to leads for better engagement.
134. Lead Qualification
It is the process of finding out if a prospect fits your ICP or not.
135. Lead Routing
It is the automatic process of distributing leads between salespeople.
136. LTV (Lifetime Value)
It is the total revenue that a customer brings in when they are with the company.
137. Low-Hanging Fruit
This term is given to those leads that need the least level of effort to convince them to buy from a brand.
138. Marketing
It can be defined as the art of promoting a brand, product, or service.
139. Marketing Automation Platform
It is the technology that automatically performs repetitive, manual processes in a business.
140. Marketing Qualified Lead (MQL)
It is the type of lead that sales-ready as per the score given by the marketing team.
141. Margin
This measure indicates the amount of profit made on selling a product or service.
142. Mark-up
It is the value added by the business to increase the selling price of the product to make more profits.
143. Mid-Market
These are the companies that cover the middle range of the market as per their revenue and size.
144. Metrics
It is a collection of performance indicators and ratios calculated using the company’s historical data and current sales processes.
145. Mirroring
This is the process of noting and adopting how a prospect is talking to you to build a rapport.
146. Mobile CRM
It is a mobile application that helps businesses keep track of their sales while on the go.
147. MOFU (Middle of the Funnel)
It is part of the buying process when a lead is looking for solutions to a problem they are facing.
148. MRR (Monthly Recurring Revenue)
This is the total income that a business can track every month.
149. MVP (Minimum Viable Product)
It is a product development technique that helps in creating new products and services with basic features.
150. NAV (Net Asset Value)
It is the sales term given to the company’s total assets minus its total liabilities.
151. Needs Assessment
It can be defined as the process of identifying the issues and pain points of customers to know them better.
152. Newsletter
These are the informative emails that are sent regularly to provide value to the recipients and improve brand visibility.
153. NPS (Net Promoter Score)
The score determines the overall satisfaction of a customer depending on the likelihood of them promoting a brand.
154. NSA (Non-Sales Activities)
These are the activities that are related to sales directly.
155. NRR (Net Revenue Retention)
This term is given to total revenue minus any revenue churn plus any revenue expansion.
156. Nurture
This is the simple process of building relationships with buyers at different stages of the sales funnel.
157. Objections
These can be any type of phrase expressed by prospects to show that your product or service is not what they are in need of.
158. Objection Handling
It is the way a salesperson responds to an objection from a prospect and finds ways to move it forward.
159. Onboarding
It can be defined as the process of integrating new salespeople into the team.
160. Opportunity
It is a lead that has a higher likelihood of accepting what you offer as a product or service.
161. Optimization
It is defined as the process of improving a procedure, product, service, or system to make it more efficient for obtaining better results.
162. Open Accounts
These are those customer accounts that need extra effort to be closed.
163. Outbound Sales
This is the type of sales when the salespeople directly reach out to the prospects and make a conversion.
164. Outbound Leads
These are those leads that are first contacted by the salespeople.
165. Pain Point
These are the specific problems that prospects face and a brand is capable of solving.
166. Persona
It is the basic representation of a potential customer as per the market research and data.
167. Pipeline
It is a set of stages in the lifecycle of a customer as they move from being a lead to a customer.
168. Prospect
He/she is someone who has shown interest in a product or service and wants to learn more about the seller.
169. Prospecting
It is the activity of finding potential customers and moving them through the sales funnel.
170. Profit Margin
It is everything that is left after all the costs are accounted for.
171. Platform as a Service (PaaS)
It is a type of cloud computing model in which the vendor supplies a framework.
172. Personalization
It can be explained as the process of tailoring content, products, and services to fit the needs of a prospect or a segment of the audience.
173. Point of Contact (POC)
It can be a person or a department whose role is to organize and streamline the flow of information between the company, customers, and partners.
174. Product Qualified Lead (PQL)
It is that type of lead that is already using the free trial or limited feature model and has first-hand experience with a brand.
175. Positioning Statement
It is the first phrase that salespeople use to begin their sales call to establish a solution ground based on the prospect’s pain point.
176. Predictive Analysis
It is the type of analysis that helps forecast future steps based on historical data and emerging trends.
177. Procurement
It is the act of acquiring enlisted products or services by sharing requests with suppliers and evaluating and finalizing the bidding prices.
178. Profitability
These are the monetary benefits that a business makes after deducting all the expenses and costs of making the product or service.
179. Puppy Dog Close
This is the sales strategy where prospects are given access to a product or service to get them used to it before they become paying customers.
180. PO (Purchase Order)
This document is issued to the buyer to clarify the corresponding product or service cost before they are bought.
181. Pitch
It is an act of selling a product or service to the customers.
182. Qualified Lead
This is a responsive customer who knows about a product or service and is most likely going to buy it.
183. Qualifying Questions
It is a set of questions that assist a prospect in making buying decisions.
184. Quarter
It is a 3-month period in the financial calendar that businesses usually use to compare their performance.
185. Quota
It is a fixed share of something that a team wants to achieve or contribute to.
186. Referral
It is an act of generating more leads through existing customers.
187. Reply Rate
It is the number of recipients who reply to your emails.
188. Retention Rate
It is defined as the percentage of customers who decide to stay with a brand.
189. Revenue
You can call it a business’s income or earnings.
190. RBM (Relationship Business Management)
It is a business department whose aim is to build long-term relationships with existing customers.
191. RFI (Request for Information)
It is a type of business document or process that is needed to collect customer information.
192. RFP (Request for Proposal)
It is the proposal or bid that service providers send to be procured.
193. RFQ (Request for Quotation)
It is a business document that seeks pricing details of the product or service.
194. RFT (Request for Tender)
It means sending invitations to the vendors in order to receive proposals for buying a product or service.
195. ROI (Return on Investment)
It is a percentage metric that indicates the efficiency of a business investment.
196. Rule of Reciprocity
It is a sociological rule that encourages people to act or react positively towards other individuals with an expectation of being treated the same way.
197. Retargeting
Also known as remarketing, it involves using paid advertisements to attract those people who visited the brand but didn’t buy from them.
198. SaaS (Software as a Service)
It is a cloud-based software model where a software product or service is accessed by the consumers as per the subscription.
199. Salesperson
He/she is someone who works with customers to sell a product or service.
200. Sales Acceleration
It is the process of using a method or software that helps speed up the sales pipeline and enhance the overall sales team’s productivity.
201. Sales Automation
It is the process or activity that uses software to simplify, speed up, and streamline sales components or the entire sales process.
202. Sales Champion
He/she is that salesperson who is familiar with the ins and outs of what he/she is selling and is capable of guiding customers into buying the right things.
203. Sales Coaching
It is the training program that helps improve the selling capabilities of salespeople.
204. Sales Cycle
It is a repeated sales process that includes finding new prospects, scheduling meetings, conducting demo sessions, and onboarding new customers.
205. Sales Dashboard
It is a sales tool that collects all the sales data and organizes it into a more understandable format.
206. Sales Enablement
It is the process of creating and providing sales teams with the content and tools they need to sell effectively.
207. Sales Funnel
It is a visual representation of the stages of the sales process, from initial outreach to closing a deal.
208. Sales Intelligence
It allows salespeople to use the latest technologies, applications, data, and integrations to sell smarter.
209. Sales Manager
He/she is someone who motivates and manages salespeople and takes care of the company’s sales process.
210. Sales Methodology
It is a set of rules, philosophies, and principles meant to help sales reps with their approach and decision-making process throughout the sales cycle.
211. Sales Operations
Also known as sales ops, these operations help sales teams close more deals, faster.
212. Sales Pipeline
It can be defined as the visual representation of the different stages a sales go, mainly- initial contact, lead qualification, demo, meeting, proposal, negotiation, and closing.
213. Sales Process
It is a framework that is focused on performing certain activities that help improve, enhance, and scale sales growth while making use of market insights, methods, and the latest technology.
214. Sales Productivity
It is the measure of a sales unit or individual’s performance, everyday activities, and how efficient they all are in closing deals in a certain amount of time.
215. Sales Prospect
He/she is a potential customer who can make decisions to buy a product or a service as per his/her needs.
216. Sales Prospecting
It is the term given to the process of finding new buyers using different engagement methods like emailing, advertising, and cold calling.
217. Sales Related Activities
These are all these activities that salespeople do with the aim of closing more deals.
218. Sales Reporting
This is defined as the representation or documentation of all the sales activities that a company performs.
219. Sales Sequence
It can be explained as the set of engagement activities that are done on a frequent basis to attract new prospects and are based on historical sales data.
220. Sales Targets
These are the goals that a salesperson or the sales team is required to achieve.
221. Sales Territory
This is the area, sector, or field that a salesperson focuses on to make a sale.
222. Sales Velocity
It is defined as the time taken by a sales rep or a business to close a deal from the initial contact to the closure.
223. Scraping
Also known as data collecting or harvesting, it is the process of extracting large amounts of data from websites.
224. Schedules and Habits
This term is given to the daily routine of a salesperson that is meant to bring in sales revenue.
225. Segmentation
It is defined as the act of differentiating or classifying large markets into small categories based on different factors that are common in them for better engagement.
226. SEO (Search Engine Optimization)
It is defined as the practice of optimizing your website and content it ranks high on SERPs and is easily discoverable by your potential prospects.
227. Kindness
It is defined as an action that helps a customer with his/her needs or solves their problems.
228. Side Selling
This means the idea of offering additional benefits to a buyer who is already using a competitor’s product or service.
229. Signaling
It indicates that a prospect is willing to purchase your product or service by expressing interest in your solution in one or the other way.
230. Signup Conversion Rate
This is the term given to the percentage of prospects who sign up for a service and then become paying customers.
231. Siloed
This term is used when different teams are working towards a similar goal but without sharing information or any coordination.
232. Smarketing
This is the alignment of sales and marketing teams that aims at deriving the best value from each individual activity they perform.
233. SME (Subject Matter Expert)
He/she is an expert in a particular domain, field, or sector with proven authority.
234. Smile and Dial
It’s a commonly used phrase in sales that focuses on the need to be positive before dialing a cold call.
235. Social Selling
It is the method of selling where a business tries to build trust and authority by sharing content their prospect might be looking for.
236. Software Capitalization
This is the accounting practice that considers everything related to software development as a fixed asset.
237. Solution
It can be an idea, practice, process, strategy, or technique that simplifies or solves a business problem and helps it to grow and scale.
238. Solution Selling
It is defined as the B2B sales method where a sales rep offers suitable solutions to the prospect.
239. Spam
It is a broad term that can refer to the pushy, unsolicited emails that are sent to even those people who haven’t signed up for them.
240. Spoofing
It is defined as a fraudulent practice used by spammers to trick people into opening and replying to unsolicited emails by pretending that they are known and trusted sources.
241. SQL (Sales Qualified Leads)
It is a lead that is forwarded to the AE to explore closing opportunities.
242. Straight Commission
It is the commission given to those salespeople who work only on the basis of commissions.
243. Strategic Investment
It is a type of investment that venture capitalists, angel investors, and large corporations make in growing startups.
244. Structured Data
It is a kind of highly organized data that can be easily analyzed, managed, and derived to make informed decisions.
245. SWOT (Strengths, Weaknesses, Opportunities, and Threats) Analysis
It is a type of analysis that helps a company identify what’s good and what they should improve about their products and services.
246. TAM (Total Addressable Market)
It is defined as the revenue opportunity available for a product or service.
247. Target
These are the potential customers that the company wants to reach out to, nurture, and engage with to sell its products and services.
248. Target Market
It is a customer group that a company focuses its marketing on with the aim of converting them into customers.
249. Territory
It is a customer group that is classified on the basis of various factors such as designation, geography, demographics, etc.
250. Time Kills Deals
This is a commonly used phrase that describes that the longer it takes to close a deal, the faster it destroys the chances of closing it.
251. TOFU (Top of the Funnel)
These are the raw leads who are interested in obtaining more information about various solutions to their problems.
252. Total Available Market
It is referred to as the total potential revenue a business can churn out from the target market.
253. Touches
It is the criteria that the marketing team needs to transition a prospect into a qualified lead.
254. Template
It is a blank preformatted document that comes with a set of standard features to help people create a similar yet new document quickly and easily.
255. Touchpoints
These are the different ways in which a prospect interacts with a business.
256. Triggers
These are the events that signal that a certain prospect has met a predefined set of criteria and notify that it’s time for the reps to take action.
257. Turn-Over Rate
It is defined as the time given to a sales agent or a customer before they bring in any value or profit to a business.
258. TVPI (Total Value Paid In)
It is a fund performance measure that helps calculate the ratio of the distributed and undistributed investments against the invested capital value.
259. UI (User Interface)
It is a set of features of an app or device that allow users to interact with it.
260. USP (Unique Selling Point)
It is a kind of value proposition that is unique to the product or service and gives an advantage over the competition.
261. UX (User Experience)
It means the end-user’s beliefs, emotions, perceptions, and expectations that influence the way they feel about a brand, product, or service.
262. Unicorn
It is a startup whose value has been estimate at over $1 billion.
263. Upselling
It is a selling technique where the seller offers the customer to buy a more expensive item, upgrade, or buy an add-on to generate more revenue.
264. Use Case
This can be defined as a description of how a person using a brand’s product or service will accomplish his/her goal.
265. Value Proposition
It is a short statement that gives the potential buyers a glimpse of the brand’s offerings.
266. Value Statement
It is a kind of marketing message that sums up all the advantages and reasons why a prospect should buy from a particular brand.
267. Value Triangle
It is a type of marketing strategy that weighs the realistic value of the product before the brand releases it on the basis of its quality, concept, and speed.
268. Warm Call
It is a call made to the qualified leads by a sales rep.
269. Warm Email
It is an email sent to the qualified leads by a sales rep.
270. Weighted Sales Pipeline
It assigns value to each active sales opportunity with the aim of helping sales reps determine how they must prioritize their resources.
271. White Whale
Also simply known as a whale, it is a person or an entity that brings in significant revenue to the business.
272. White Hat
It is referred to the activities or behavior that is lawful.
273. White Label
It is a lawful product or service that any company can buy or sell and abides by the local governing laws.
274. X-Factor
In sales, it is the characteristic of a salesperson that results in a sales closure.
275. Yield
It is the outcome or result of a brand’s sales and marketing activities.
276. YoY (Year-on-Year)
It describes the current year’s growth rate difference compared to the previous year.
277. Zen Selling Model
It is a type of sales model inspired by the Eastern philosophy called Zen, an ancient school of Mahayana Buddhism.
278. Zeroed Out
It is a type of sales commission model that means that a sales rep has earned enough commission that zeroes their total draw balance.
Do you think that we missed a sales term in the above sales glossary? Let us know in the comments below.
