Business and Sales Term Glossary

Growth

Sales

Business and Sales Term Glossary

This glossary breaks down essential sales, and growth terms into clear, actionable definitions. Each entry is designed to help you quickly understand concepts, apply them to your work, and discover how they connect to smarter prospecting and pipeline generation.

Discover LGM

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ABSD

Discover ABSD: learn the definition of this key sales abbreviation and how it impacts your business development strategy.

AQL (Automation Qualified Leads)

Discover AQL: learn the definition of Automation Qualified Leads and how it helps sales teams be more efficient.

Account Mapping

Discover account mapping: learn how to visualize relationships within target accounts to boost B2B sales effectiveness.

Account-Based Advertising

Discover account-based advertising: learn how targeted ads to specific accounts drive higher ROI in B2B marketing campaigns.

Account-Based Marketing (ABM)

Discover account-based marketing (ABM): learn how personalized strategies for high-value accounts accelerate B2B sales growth.

Accounts Receivable

Discover accounts receivable: understand how tracking outstanding payments improves cash flow and financial health for your business.

After-Sales Service

Discover after-sales service: learn how post-purchase support builds customer loyalty and drives repeat business growth.

Analytical CRM

Discover analytical CRM: learn how data analysis transforms customer insights into actionable strategies for sales success.

Analytics

Discover analytics: learn how data-driven insights optimize your marketing and sales performance for measurable growth.

Annual Contract Value

Discover annual contract value (ACV): learn how this metric measures yearly revenue per customer to guide sales strategy.

Annual Recurring Revenue

Discover annual recurring revenue (ARR): understand this key SaaS metric that tracks predictable yearly income streams.

Average Revenue Per User

Discover average revenue per user (ARPU): learn how this metric reveals customer value and guides pricing strategies.

Average Selling Price

Discover average selling price (ASP): understand how this metric helps optimize pricing and forecast revenue effectively.

B2B Content Marketing

Discover B2B content marketing: learn how strategic content attracts, engages, and converts business buyers into customers.

B2B Inbound Marketing

Discover B2B inbound marketing: learn how attracting prospects with valuable content drives qualified leads and sales growth.

BANT

Discover BANT: learn this proven qualification framework—Budget, Authority, Need, Timeline—that identifies ready-to-buy prospects.

BDR

Discover BDR (Business Development Representative): learn how this role generates qualified leads to fuel your sales pipeline.

BOFU

Discover BOFU (Bottom of Funnel): learn how targeting decision-ready prospects maximizes conversion rates and closes deals.

Ballpark

Discover ballpark: understand this sales term for rough estimates that help qualify prospects and set expectations early.

Bookings

Discover bookings: understand this crucial sales metric that tracks committed revenue before it's recognized financially.

Bottom of the Funnel

Discover bottom of the funnel: learn how to convert decision-ready prospects into customers with targeted strategies.

Break-Even

Discover break-even: learn how calculating this point helps determine profitability and guides strategic business decisions.

Business Development Representative

Discover business development representative: learn how BDRs generate and qualify leads to accelerate sales pipeline growth.

Business Intelligence (BI)

Discover business intelligence (BI): learn how data analysis tools transform information into strategic insights for growth.

Buyer Behavior

Discover buyer behavior: understand purchasing patterns and decision-making processes to optimize your sales approach effectively.

Buyer Journey

Discover buyer journey: learn how mapping customer touchpoints from awareness to purchase improves conversion rates.

Buyer Persona

Discover buyer persona: learn how creating detailed customer profiles targets marketing and personalizes sales outreach.

Buying Intent

Discover buying intent: learn how identifying purchase signals helps prioritize prospects and accelerate deal closure.

CXO

Discover CXO: understand C-level executive roles (CEO, CFO, CTO) and how to effectively target them in B2B sales.

Call Tracking

Discover call tracking: learn how monitoring phone conversations provides insights that optimize sales performance and ROI.

Challenger Sales

Discover challenger sales: learn this methodology that teaches prospects new insights to differentiate and win deals.

Channel Partner

Discover channel partner: learn how strategic partnerships extend market reach and drive indirect sales growth.

Channel Sales

Discover channel sales: understand how selling through partners and intermediaries expands market reach cost-effectively.

Client Onboarding

Discover client onboarding: learn how structured processes ensure customer success and reduce churn from day one.

Closed Question

Discover closed question: learn how yes/no questions control conversations and qualify prospects efficiently in sales.

Closing

Discover closing: master the final sales stage where prospects become customers through effective techniques and timing.

Cohorts

Discover cohorts: learn how grouping customers by shared characteristics reveals patterns to improve retention and growth.

Cold Calling

Discover cold calling: learn proven techniques for reaching new prospects by phone to generate leads and book meetings.

Cold Emailing

Discover cold emailing: learn how strategic outreach to new prospects generates qualified leads and sales opportunities.

Consultative Selling

Discover consultative selling: learn how solving customer problems instead of pushing products builds trust and closes deals.

Content Approval Workflow

Discover content approval workflow: learn how streamlined review processes ensure quality and accelerate marketing execution.

Content Mapping

Discover content mapping: learn how aligning content to buyer journey stages improves engagement and conversion rates.

Cost Per Lead

Discover cost per lead (CPL): understand this key metric that measures marketing efficiency and optimizes budget allocation.

Covenant

Discover covenant: understand contractual agreements that protect interests and define obligations in business relationships.

Cross-Selling

Discover cross-selling: learn how offering complementary products to existing customers increases revenue and lifetime value.

Customer Retention Cost

Discover customer retention cost: learn how measuring retention expenses optimizes strategies to keep customers loyal.

Customer Success Management

Discover customer success management: learn how proactive support drives adoption, satisfaction, and long-term revenue growth.

Data-Driven Content

Discover data-driven content: learn how analytics and insights create compelling, targeted content that converts prospects.

Day Sales Outstanding

Discover day sales outstanding (DSO): learn how this metric measures collection efficiency and improves cash flow management.

Delivery

Discover delivery: understand how timely fulfillment of products and services impacts customer satisfaction and retention.

Demand

Discover demand: learn how market need for products drives pricing, production, and strategic business decisions.

Demand Generation

Discover demand generation: learn how creating awareness and interest in solutions fills your sales pipeline with qualified leads.

Direct Sales

Discover direct sales: learn how selling straight to customers without intermediaries maximizes control and profit margins.

Direct-to-Consumer

Discover direct-to-consumer (DTC): learn how bypassing retailers to reach customers directly increases margins and control.

Discount

Discover discount: understand strategic price reductions that accelerate deals, clear inventory, and attract price-sensitive buyers.

Drip Campaign

Discover drip campaign: learn how automated, timed email sequences nurture leads and guide prospects toward conversion.

Early Adopter

Discover early adopter: learn how targeting innovation-eager customers drives product validation and market momentum.

Ebook

Discover ebook: learn how digital books serve as powerful lead magnets that educate prospects and capture contact information.

Economic Order Quantity

Discover economic order quantity (EOQ): learn how optimizing order sizes reduces inventory costs and maximizes efficiency.

Elevator Pitch

Discover elevator pitch: master concise, compelling value propositions that capture attention and spark prospect interest quickly.

Expansion Revenue

Discover expansion revenue: learn how upselling and cross-selling to existing customers drives predictable growth and profitability.

Firmographic Data

Discover firmographic data: learn how company characteristics like size and industry help target ideal B2B prospects effectively.

Firmographics

Discover firmographics: understand company demographics that segment B2B markets and personalize outreach for better results.

Follow-Up

Discover follow-up: learn strategic techniques for staying engaged with prospects to advance deals and prevent lost opportunities.

Forecasting

Discover forecasting: learn how predicting future sales helps allocate resources, set goals, and guide strategic decisions.

Gated Content

Discover gated content: learn how requiring contact information for valuable resources generates qualified leads effectively.

Gatekeeper

Discover gatekeeper: learn strategies to navigate assistants and reach decision-makers in B2B sales conversations.

Go-To-Market Strategy

Discover go-to-market strategy: learn how comprehensive launch plans align sales, marketing, and product for successful market entry.

Growth Hacking

Discover growth hacking: learn creative, data-driven strategies that rapidly scale customer acquisition on limited budgets.

Inbound Sales

Discover inbound sales: learn how responding to interested prospects who find you creates warmer, higher-converting opportunities.

Infographic

Discover infographic: learn how visual content simplifies complex information and boosts engagement in B2B marketing.

Inside Sales

Discover inside sales: learn how remote selling via phone and digital channels reduces costs while maintaining effectiveness.

Inside Sales Rep

Discover inside sales rep: understand this role that closes deals remotely using phone, email, and video communication.

Insight Selling

Discover insight selling: learn how sharing valuable perspectives positions you as a trusted advisor and differentiates your solution.

Just in Time

Discover just in time (JIT): learn how minimizing inventory through precise timing reduces costs and improves efficiency.

KAM

Discover KAM (Key Account Manager): learn how dedicated managers nurture high-value relationships for sustained revenue growth.

Key Account

Discover key account: understand how identifying and prioritizing your most valuable customers drives strategic growth.

Key Account Manager

Discover key account manager: learn how dedicated relationship owners maximize revenue from your most important customers.

Key Accounts

Discover key accounts: learn how focusing on high-value customers with tailored strategies drives disproportionate revenue growth.

Key Performance Indicators (KPIs)

Discover key performance indicators (KPIs): learn how tracking critical metrics guides decisions and measures success effectively.

LPI

Discover LPI: learn the definition of this sales and logistics term and how it impacts your business operations.

LRM

Discover LRM: understand this business abbreviation and how it relates to relationship management and customer success strategies.

LVR

Discover LVR: learn the definition of this key business metric and how it impacts financial decision-making.

Lead Distribution

Discover lead distribution: learn how strategically assigning prospects to sales reps maximizes response time and conversion rates.

Lead Funnel

Discover lead funnel: understand how visualizing the prospect journey from awareness to purchase optimizes conversions.

Lead Magnet

Discover lead magnet: learn how valuable free content exchanges capture prospect information and fill your sales pipeline.

Lead Management

Discover lead management: learn how organizing, tracking, and nurturing prospects systematically improves conversion rates.

Lead Qualification

Discover lead qualification: learn how evaluating prospect fit and readiness focuses efforts on opportunities most likely to close.

Lead Routing

Discover lead routing: learn how automatically directing prospects to the right sales rep accelerates response and boosts conversions.

Letter of Intent

Discover letter of intent: understand this preliminary agreement that outlines deal terms before formal contract negotiation.

LinkedIn Automation

Discover LinkedIn automation: learn how tools streamline outreach and engagement to scale social selling efforts effectively.

LinkedIn Social Selling Index

Discover LinkedIn Social Selling Index (SSI): learn how this score measures your effectiveness at building professional relationships.

MOFU

Discover MOFU (Middle of Funnel): learn how nurturing engaged prospects with targeted content moves them toward purchase decisions.

MQL

Discover MQL (Marketing Qualified Lead): learn how identifying sales-ready prospects improves handoff efficiency and conversion rates.

Marketing B2B

Discover marketing B2B: learn strategies for reaching business buyers through targeted campaigns that drive qualified leads.

Marketing Qualified Lead

Discover marketing qualified lead (MQL): learn how identifying engaged prospects ready for sales improves conversion efficiency.

Marketing as a Service

Discover marketing as a service (MaaS): learn how outsourced marketing expertise provides flexible, scalable growth support.

Mid Market

Discover mid market: understand companies between small business and enterprise that offer balanced opportunity and complexity.

Monthly Recurring Revenue

Discover monthly recurring revenue (MRR): learn how tracking predictable monthly income guides SaaS growth and forecasting.

Onboarding

Discover onboarding: learn how structured customer setup processes drive adoption, satisfaction, and long-term retention.