B2B Sales Glossary

With these definitions and contextual examples, you'll never be out of the loop again.

Terms to help you navigate through business conversations and meetings

This glossary is intended to help you discover, learn, and understand the various business terminologies that you're bound to run into in the sales word. Unfortunately not everyone is on the same page, and an abbreviated term can lead to confusion and embarrassment if you are unaware of what they mean. This list is designed to cover the most commonly used phrases, and provide contextual definitions, with real world examples of how they're used.

What is Social Selling?

How to get off the ground with social selling

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What is Smarketing

What Smarketing Looks Like (And Why Your Company Needs to Adopt It)

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What is an SDR?

The ins and outs of what an SDR does

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What are Sales Scripts?

When it comes to making real sales, a script is the last thing you want

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What is Sales Prospecting?

Building relationships is at the heart of sales prospecting

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What is a Qualified Lead

Understanding the process behind qualifying a lead

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What is Pipeline?

Why understanding pipeline is vital to understanding your business

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What is a Performance Plan?

Why a performance plan is essential to your company's success

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What is PaaS?

How can platform-as-a-service help your company?

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What is a Pain Point?

How can you address pain points during a sales call?

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What is Outside Sales?

What's the difference between inside sales and outside sales?

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What is Net Promoter Score?

How to measure NPS, and why it's important

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What is a Managed Service Provider?

What does a managed service provider do for you?

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What is Lead Qualification?

A broken lead qualification process can spell disaster for your business

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What is Lead Response Time?

The faster a lead is responded to, the more likely they are to convert

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What is Inside Sales?

What's the difference between inside sales and outside sales?

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What is Forecasting?

Why forecasting is essential to a well run business

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What is Infrastructure-as-a-Service?

How IaaS works for enterprise-level companies

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What is a Discovery Call?

How to prepare for a discovery call

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What is a Decision Maker?

How to get through to the decision makers

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What is Customer Lifetime Value?

Learn the difference between CLV and CAC and when to use each

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What is Customer-Acquisition-Cost?

Why it's important to understand customer acquisition cost

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What is CTI?

Why your business needs a CTI solution

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What is Cross-Selling?

Take advantage of cross-selling when up-selling isn't possible

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What is Customer Relationship Management?

How can CRM help drive revenue?

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What is Conversion Rate?

How can you increase your conversion rates?

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What is a Conversion Path?

How you can set your customers up to convert

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What is Cold Calling?

How you can prepare yourself for a cold call

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What is 'Closed-Lost'?

How to make the most out of a closed-lost deal

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What is 'Closed-Won'?

What exactly does a closed-won deal mean?

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What is Cloud Technology?

How cloud technology enables new business models

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What is Click-to-Call?

How click-to-call can dramatically increase your outbound reps' productivity

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What is Churn Rate?

How to minimize your churn rate by keeping customers happy

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What is Call Tracking?

How call tracking can streamline workflows

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What is Call Routing?

How call routing can increase productivity

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What is B2B Sales?

How should you approach a B2B sales cycle?

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What is B2C Sales?

Understanding the B2C Sales Cycle

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What is a Buying Process?

Why it's important to map out the buying journey

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What is Buyer Behavior?

Why Every Sales Rep Needs to Know About Buyer Behavior

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What is a BDR?

BDR's are the first point of contact and can help drive revenue

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What is SaaS?

How can cloud-based applications help you and your company?

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