Sales Glossary by Upscale

Sales Glossary

The world of sales is full of highly technical jargon that can be confusing for even seasoned sales professionals.
To help you navigate your way through these uneasy waters, we’ve put together this glossary to help clarify relevant terms.

Navigate between the letters to explore glossary terms:

Explore the glossary terms

A

B

C

D

E

F

G

H

I

J

K

L

M

N

O

P

Q

R

S

T

U

V

W

X

Y

Z

A

A/B Testing

AIDA

Always Be Closing

Annual Contract Value (ACV)

Account

Annual Recurring Revenue (ARR)

Account-Based Everything

Artificial Intelligence in Sales

Account-Based Marketing (ABM)

Average Customer Lifespan (ACL)

Account-Based Selling

Average Revenue Per User (ARPU)

Account Executives (AE)

Average Sales/Selling Price (ASP)

A/B Testing

Always Be Closing

Account

Account-Based Everything

Account-Based Marketing (ABM)

Account-Based Selling

Account Executives (AE)

AIDA

Annual Contract Value (ACV)

Annual Recurring Revenue (ARR)

Artificial Intelligence in Sales

Average Customer Lifespan (ACL)

Average Revenue Per User (ARPU)

Average Sales/Selling Price (ASP)

B

Bounce Rate

B2B Sales Process

Brag Book

BAB Formula

Buyer Persona

BANT

BASHO Email

Buying Intent

Bottom of the Funnel

Buying Process/cycle

Bounce Rate

B2B Sales Process

Brag Book

BAB Formula

Buyer Persona

BANT

BASHO Email

Buying Intent

Bottom of the Funnel

Buying Process/cycle

C

Call Disposition

Compounded Annual Growth Rate

Call for Proposal

Consumer Buying Behavior

Call to Action (CTA)

Conversational Intelligence

Challenger Sales Model

Conversion Rate

Channel Partner

Cost per Impression (CPM)

Channel Sales

Cost per Click (CPC)

Click-Through Rate (CTR)

Cross-Selling

Closed Lost

Customer Acquisition Cost (CAC)

Closed Won

Customer Churn Rate

Cold Call

Customer Lifetime Value (CLTV)

Cold Email

Customer Relationship Management

Complex Sale

Customer Success

Call Disposition

Call for Proposal

Call to Action (CTA)

Challenger Sales Model

Channel Partner

Channel Sales

Click-Through Rate (CTR)

Closed Lost

Closed Won

Cold Call

Cold Email

Complex Sale

Compounded Annual Growth Rate

Consumer Buying Behavior

Conversational Intelligence

Conversion Rate

Cost per Impression (CPM)

Cost per Click (CPC)

Cross-Selling

Customer Acquisition Cost (CAC)

Customer Churn Rate

Customer Lifetime Value (CLTV)

Customer Relationship Management

Customer Success

D

Demand Generation

Drip Campaign

Discovery Call

Demand Generation

Discovery Call

Drip Campaign

E

EBITDA

F

FAB (Features, Advantages, and Benefits)

Freemium

FAB (Features, Advantages, and Benefits)

Freemium

G

Gatekeeper

GPCTBA/C&I

Go-to-Market (GTM) Strategy

Guided Selling

Gatekeeper

Go-to-Market (GTM) Strategy

GPCTBA/C&I

Guided Selling

I

Ideal Customer Profile (ICP)

Inside Sales

Inbound Sales

Intent Data in Sales

Ideal Customer Profile (ICP)

Inbound Sales

Inside Sales

Intent Data in Sales

K

Key Performance Indicators (KPIs)

L

Lead

Lead Nurturing

Lead Generation

Lead Qualification

Lead Scoring

Lead

Lead Generation

Lead Nurturing

Lead Qualification

Lead Scoring

M

Marketing Automation

Marketing Qualified Lead (MQL)

MEDDIC

Minimum Viable Product (MVP)

Monthly Recurring Revenue (MRR)

Marketing Automation

Marketing Qualified Lead (MQL)

MEDDIC

Minimum Viable Product (MVP)

Monthly Recurring Revenue (MRR)

N

Net Promoter Score (NPS)

O

Objection Handling in Sales

Opportunity

Outbound Sales

Objection Handling in Sales

Opportunity

Outbound Sales

P

Personalization In Sales

Product Led Growth

Product Market Fit

Product Qualified Lead

Proof Of Concept

Prospect

Personalization In Sales

Product Led Growth

Product Market Fit

Product Qualified Lead

Proof Of Concept

Prospect

R

Rapport Building

Ramp Up Time In Sales

Remote Sales

Revenue Intelligence

Revenue Operations

Rapport Building

Ramp Up Time In Sales

Remote Sales

Revenue Intelligence

Revenue Operations

S

Inside Sales Metrics

Sales Stack

Sales Acceleration

Sales Automation

Sales Champion

Sales Coaching

Sales Cycle

Sales Demo

Sales Development Representative

Sales Dialer

Sales Enablement

Sales Engagement

Sales Funnel

Sales Kickoff

Sales Playbook

Sales Qualified Lead

Sales Quota

Sales Velocity

Sales Workflows

Sandler Sales Training

Social Selling

Solution Selling

Spin Selling