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Sales Glossary
The sales industry is always changing and evolving. Keeping on top of those changes can be tough. The Vidyard Sales Glossary is your ultimate guide to important sales terms, definitions, concepts, slang, insider business jargon and more to keep you up to date with the latest in sales industry lingo.
a
- Account-Based SellingAccount-based selling is a strategic sales model, specifically used for B2B sales, that(...) Read More
- Account ExecutiveAccount executives are members of a sales team who are responsible for maintaining(...) Read More
- Accounts ReceivableAccounts receivable (AR) refers to the outstanding amount of money that customers owe a(...) Read More
- AI Sales Script GeneratorAn AI Sales Script Generator is a software tool or application that leverages artificial(...) Read More
- Annual Recurring RevenueAnnual recurring revenue (ARR) is revenue that a company can expect to generate every year, on(...) Read More
b
- B2BB2B is an acronym for business to business. It’s used to describe sales that are made between(...) Read More
- B2CB2C is an acronym for “business to consumer.” It’s used to describe companies that sell their(...) Read More
- BASHO EmailA BASHO email is a personalized, targeted cold email typically used by B2B companies. They are(...) Read More
- BOFUBottom of funnel (BOFU) refers to the final stage of a customer’s journey. Qualified prospects(...) Read More
- Business Development RepresentativeA business development representative (BDR) is a member of the sales team who is solely(...) Read More
- Buying IntentBuying intent, also referred to as purchase intent, refers to the likelihood and willingness(...) Read More
c
- Challenger Sales ModelThe Challenger Sales Model is a methodology used for selling that focuses on training(...) Read More
- Channel SalesChannel sales are often referred to as indirect sales, as they rely on utilizing a third-party(...) Read More
- Closing RatioA closing ratio is a metric used to compare the number of sales prospects your sales team(...) Read More
- Cold CallCold calling is a sales tactic whereby a business (typically a sales rep) will call a(...) Read More
- Cold EmailA cold email is an email sent out to a sales lead who you have never connected with before.(...) Read More
d
- Decision MakerA decision maker is the specific individual who has the final say over whether a company will(...) Read More
- Demand GenerationDemand generation is a marketing strategy that focuses on generating interest and positive(...) Read More
- Digital Sales RoomA digital sales room, also called a virtual deal room, is an online space that is safe,(...) Read More
- Direct SalesDirect sales occur when a sales rep sells a product directly to a customer, without any(...) Read More
- Discovery CallA discovery call is one of the most important steps when it comes to sales. It allows a sales(...) Read More
e
- End of DayEnd of day (EOD) is a common term used within businesses around the world. It’s typically used(...) Read More
- End of QuarterThe “end of a quarter” refers to the end of a three-month period on a financial calendar.(...) Read More
- Enterprise Resource PlanningEnterprise resource planning (ERP) is a system that streamlines essential parts of a business.(...) Read More
- Entrepreneur in ResidenceAn entrepreneur in residence (EIR) is a position typically held within venture capital firms,(...) Read More
f
- Fast ForwardThe Fast Forward Virtual Summit is a free event hosted by Vidyard that brings sales(...) Read More
- FlywheelThe flywheel model is a new way of practicing sales that focuses on customers and their(...) Read More
- ForecastingForecasting occurs when a company predicts future business targets in advance. For sales(...) Read More
- Forward RevenueForward revenue is revenue that a company can expect to earn in the future. Read More
g
- GatekeeperGatekeepers are the people within a company that stand between sales reps and decision-makers.(...) Read More
- Go-To-Market StrategyA go-to-market (GTM) strategy is a detailed plan that outlines how a company will reach its(...) Read More
h
- Horizontal MarketA horizontal market is a market that caters to a large audience. These companies typically(...) Read More
i
- Ideal Customer ProfileAn ideal customer profile (ICP) outlines who your perfect customer is. This will be based on(...) Read More
- Inbound SalesThe term “inbound sales” refers to a sales strategy that focuses specifically on attracting(...) Read More
- InMailInMail is a premium feature on LinkedIn that allows a user to send messages to someone they(...) Read More
k
- Key AccountsKey accounts are a sales team’s most valuable customers: they generate a substantial amount of(...) Read More
- Key Performance IndicatorsKey performance indicators (KPIs) are specific metrics that illustrate a company’s(...) Read More
l
- LeadA lead, or sales lead, is an individual who has just entered the sales funnel but isn’t(...) Read More
- Lead GenerationLead generation is the process of generating a group of prospective buyers who may be(...) Read More
- Lead QualificationLead qualification, also referred to as sales qualification, is the process wherein a sales(...) Read More
- LinkedIn Sales NavigatorLinkedIn Sales Navigator is a paid LinkedIn subscription service that offers a suite of(...) Read More
- Loss AversionLoss aversion is the psychological response that humans have when it comes to avoiding losing(...) Read More
m
- Marketing Qualified LeadA marketing qualified lead (MQL) is a potential customer who has interacted with a company’s(...) Read More
- Master Service AgreementA master service agreement (MSA) – also referred to as a framework agreement – is a contract(...) Read More
- MOFUMOFU stands for “middle of funnel” and is the second stage of the customer journey. Leads have(...) Read More
- Monthly Recurring RevenueMonthly recurring revenue (MRR) is the amount of revenue you can safely predict will be(...) Read More
n
- Needs AssessmentA needs assessment, also referred to as a needs analysis, is the process of determining what(...) Read More
- NegotiationSales negotiation refers to a conversation between a sales rep and a decision maker, where(...) Read More
- Net Promoter ScoreA net promoter score (NPS) is a benchmark used to measure customer satisfaction and loyalty. Read More
o
- Objection HandlingObjection handling refers to the strategic process a sales rep employs to deal with sales(...) Read More
- On-Target EarningsOn-target earnings (OTE) refer to the total amount sales reps are compensated for and includes(...) Read More
- OnboardingOnboarding refers to the process and time dedicated to training new staff members. Read More
- Outbound SalesOutbound sales refer to the traditional sales practice of reaching out to leads to make(...) Read More
p
- PipelineA sales pipeline is a visual representation of how prospects move through the sales process.(...) Read More
- Platform as a ServicePlatform as a service (PaaS) is a business model used by B2B companies where hardware and(...) Read More
- Point of ContactA point of contact is a specific team (or individual within a team) that handles all initial(...) Read More
- Product Qualified LeadA product qualified lead (PQL) is someone who has had experience using your product – likely(...) Read More
q
- QuotaA quota, often referred to as a sales quota, refers to a specific number of sales or amount of(...) Read More
r
- ReferralA referral – also called a business referral or sales referral – is when an existing customer(...) Read More
- Request for ProposalA request for proposal (RFP) is a document sent out by a company that asks vendors to send in(...) Read More
- Revenue OperationsRevenue operations, also referred to as RevOps, is a strategy that aligns sales, marketing,(...) Read More
s
- Sales AutomationSales automation refers to technology and software platforms that are designed and developed(...) Read More
- Sales CoachingSales coaching consists of ongoing training for sales reps. It helps ensure they’re always up(...) Read More
- Sales CycleA sales cycle outlines specific stages within the sales process that are followed. It’s a(...) Read More
- Sales DemoA sales demonstration, commonly called a sales demo, occurs when a sales rep gives a(...) Read More
- Sales Development RepresentativeA sales development representative (SDR) is a member of the sales team who focuses on sales(...) Read More
- Sales EnablementSales enablement is the process required for your sales teams to gain the support, knowledge,(...) Read More
- Sales ProspectingSales prospecting consists of research to find potential customers, and external communication(...) Read More
- Sales Qualified LeadA sales qualified lead (SQL) is a potential customer that has indicated they are interested in(...) Read More
t
- TOFUIn sales, top of funnel (or TOFU) refers to the first stage of the customer journey. TOFU is(...) Read More
- Total Addressable MarketA company’s total addressable market (TAM) – also referred to as total available market –(...) Read More
u
- Unique Selling PointA unique selling point is what makes your product different from others. It’s sometimes(...) Read More
- UpsellUpselling is a sales technique used to convince existing customers to buy more expensive(...) Read More
v
- Value StatementA value statement, also referred to as a value proposition, outlines exactly what a company(...) Read More
- Vertical MarketVertical markets refer to companies that specialize in selling specific products to targeted(...) Read More
- Video EmailA video email is exactly what the name suggests: an email including an embedded video. It’s a(...) Read More
- Video HostingVideo hosting is the act of storing, managing, and delivering video content online, typically(...) Read More
- Video MessagingB2B video messaging refers to the practice of recording and sending video as a means of(...) Read More
- Video ProspectingVideo prospecting is a sales tactic that utilizes user-generated videos to reach out to(...) Read More
- Video SellingVideo selling is a sales strategy that uses both recorded and live videos as a form of(...) Read More
- Virtual SellingVirtual selling is, quite literally, any (or all) of a sales process that happens online(...) Read More
w
- Warm CallA warm call is when you call a sales prospect you’ve identified as having potential interest(...) Read More
- Warm EmailA warm email is an email that is strategically written and personalized for one specific(...) Read More
- WireframeA wireframe is an outline used to visualize what a product will look like. It visualizes(...) Read More
Popular Words
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