Sales Terminology

  • Annual Recurring Revenue

    Repeating income for one calendar year. It’s often subscription-based revenue. You may see it referred to as ARR.

  • Churn

    The percentage of customers who cancel a product or service or leave within a specified time period.

  • Cold Calling

    Approaching prospective clients by phone or face-to-face without having ever had any interaction with them before.

  • Customer Relationship Management (CRM)

    Software that helps you organize all of your marketing and sales activities, including storing contact information, tracking emails, storing deals, and more.

  • Dark

    A term used to describe a prospect who no longer responds to any type of communication.

  • Deal Closing

    A prospect agrees to purchase a product or service and completes a sales transaction

  • Discovery Call

    The very first call with a prospect. The purpose is to find out if they’re a good fit to work with your organization.

  • Forecasting

    A prediction of marketing and sales trends that are likely to occur in the future. This forecast is based on historical, quantitative, and qualitative data.

  • Lead

    An individual or a company that has shown interest in one of your products or services. Could be either a MQL (Marketing Qualified Lead) or an SQL (Sales Qualified Lead).

  • Lifetime Customer Value (LTV)

    A prediction of the net profit attributed to the entire future relationship with a customer.

  • Margin

    The profit gained from a product or service after all expenses for selling that product or service are covered.

  • Point Of Contact (POC)

    The representative who is the decision-maker/facilitator for their organization in terms of marketing and sales.

  • Portfolio

    A series of case studies that provide proof of value to potential customers.

  • Sales Accepted Leads (SALs)

    Leads formally accepted by the sales team for qualification according to your service-level agreement (SLA).

  • Sales Funnel

    The entire sales process as a whole – from prospect to paying customer – and all marketing, advertising and sales processes in between.

  • Sales Qualified Leads (SQLs)

    Leads qualified by the sales team as opportunities moved into the seller’s pipeline.