Glossary
M
Marketing Qualified Lead (MQL)
A Marketing Qualified Lead has the potential to become a customer, according to a set of criteria determined by the marketing team.
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N
Net New Business
Net New Business represents a newly converted prospect to a paying customer or a previously inactive account, that has been reactivated and is now generating revenue.
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Net Promoter Score
Net promoter score (NPS) is a metric your business might use to see how likely your customers are to recommend you.
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O
Onboarding
Onboarding is the process of introducing a new customer to your product or service.
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Outbound Sales
Outbound sales is a strategy aimed at capturing the interest of potential customers before they make their purchasing decision.
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P
Pain Point
A Paint Point is a challenge or an obstacle a potential customer is facing, which your product or service can solve or alleviate the impact of.
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Product Qualified Lead (PQL)
A Product Qualified Lead (PQL) is a potential customer that has already used your product in a limited capacity or signed up for a free trial.
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Q
Quarter
A quarter is a three-month period during the fiscal year used by companies to analyze their performance and success, calculate earnings, and predict future business trends.
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R
Recurring Revenue
Recurring revenue refers to a predictable and consistent income a company expects to receive during a set time period from its customers.
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Referral
A Referral is the process of acquiring new potential customers by being recommended from a third party, with the referral source often being an existing customer.
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Retargeting
Retargeting (Remarketing) is a form of online advertising which consists of displaying ads to website visitors based on their previous interactions and behaviors.
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Return of Investment (ROI)
Return on Investment (ROI) is how much your business made in profit compared to your original investment.
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S
Sales Acceleration
Sales Acceleration refers to the use of tools, technologies and sales strategies in an effort to improve the efficiency and productivity of the sales team.
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Sales Activities
Sales Activities are the actions you undertake that contribute to or are related to your sales process.
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Sales Automation
Sales automation means using software-based solutions to streamline the repetitive tasks of your sales team.
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Sales Coaching
Sales Coaching refers to the process of sales managers mentoring sales representatives and helping them improve their skills and performance.
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Sales Cycle
A Sales Cycle refers to the sequence of steps required for the prospect to reach the buyer stage and close deal.
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Sales Enablement
Sales Enablement is the process of equipping your sales team with tools and technologies to improve the process of using data driven sales to engage prospects more effectively.
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Sales Engagement
Sales Engagement is the process of building a relationship with your customer through a series of interactions during their buyer’s journey.
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Sales Funnel
A sales funnel represents the buyer’s journey of a potential customer, through different stages of the sales process.
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Sales Intelligence
Sales Intelligence refers to the use of technology solutions to source, collect, analyze and process actionable insights about potential customers.
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Sales Opportunity
A Sales Opportunity is a prospect with a high potential of converting into a paying customer.
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Sales Outreach
Sales outreach is the process of contacting potential customers to create engagement and generate new business.
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Sales Pipeline
A Sales Pipeline is a visual representation that shows the prospect’s progress during each stage of the sales process.
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Sales Process
The Sales Process represents a set of specific and clearly defined steps, meant to convert a prospect into a paying customer, resulting in revenue.
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Sales Prospect
A sales prospect is an individual or organization who matches your ideal customer profile and might be interested in buying from you.
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Sales Prospecting
Sales Prospecting is the process of finding and identifying potential customers that fit your ideal customer profile and then engaging and qualifying them through outbound outreach.
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Sales Qualified Lead (SQL)
A Sales Qualified Lead is a potential customer that the sales team has vetted and is ready to move to the final stage of the sales process.
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Sales Quota
Sales Quota is the amount of selling a rep is expected to do in a given time period. It can be set over a period of a month, quarter, or year.
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Sales Script
A Sales Script (Call Script) is a conversation guide outlining key talking points that sales representatives need to cover when engaging a prospect.
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Sales Sequence
A Sales Sequence represents a series of scheduled and personalized touchpoints between a salesperson and a prospect.
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Sales Strategy
A Sales Strategy is a detailed plan designed to act as a guide and help to your sales team sell your product or service to your target audience effectively.
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Sales Trigger
A Sales Trigger (Buying Signal) is a trigger event, an action on behalf of a prospect or changes in the business environment that represent a sales opportunity.
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Segmentation
Segmentation is the process of dividing a target market into smaller segments based on specific characteristics in an effort to improve engagement and messaging.
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