Complete Abbreviation for Sales and Marketing Lingo (A-Z B2B Sales Terms)
Sales Roles:
Inside Sales - In most companies inside sales is the process of selling from an office via phone, email or linkedin rather than physically traveling to physically meet prospects. Sellers in these roles are quota carrying
Sales Development - These roles are responsible for generating leads and meetings for more tenured account executives to close. The role is heavier on volume of calls, email and general inputs to fill the top of the sales pipeline. Typically these roles are comprised of SDRs and BDRs
Field Sales - Refers to quota carrying sales reps who are tenured and a step up from the sales development ring. They are responsible for closing deals and focus less on creating new opportunities which is typically handled by SDR / BDR but do sometimes have to generate meetings on their own. This is the pinnacle for most sales folks as the most commission can be made in these roles and the organization depends on them to bring in revenue
Account Management - Once a sale is closed the deal is handed off to an account manager who handles the relationship. The role is generally less stressful and not as focused on quotas. The account manager is tasked with managing the relationship with the client as well as upselling
Sales Abbreviations and Acronyms:
SDRs - (Sales Development Representatives) SDR. SDR's are responsible for setting meetings for Account Executives.
AE - Account Executive. These roles are typically comprised of sellers with 3-5 years of experience and have good knowledge of the industry. AE’s run meetings, demos at times and ultimately close deals
AM - Account Manager
KPI - Key Performance Indicator. KPIs are measurable values that convey how well a goal is reached. I.e a $10,000 quota is a KPI as well as 50 dials per day. KPIs are used in sales, marketing as well as across the organization to drive concrete results
MQL - Marketing Qualified Leads. MQLs are prospects that show intent / interest in.a service but are not ready to commit to buying and are assigned to SDR / BDRs to convert into SQLs
SQL - Sales Qualified Lead. SQLs are prospects that show interest in a service and is in a position where the sales team can convert the lead into a sale
Sales Pipeline - Refers to the active opportunities that a seller has with in his purview from start to finish. The start is the initial meeting to the proposal. The sales pipeline is heavily viewed by managers to get a grasp of the seller future business
Set - Appointment set
Held - Appointment held
MRR - Monthly Recurring Revenue
B2B - Business to Business
B2C - Business to Consumer
EOD - End of Day
EOM - End of Month
MTD - Month to Date
OOO - Out of Office
SaaS - Software as a Service
SLA - Service Level Agreement
SMB - Small and Medium Sized Business
ARR - Annual Recurring Revenue
WFH - Work From Home
PEPM - Per Employee Per Month
FTA - First time appointment. FTAs are the first step with in the sales pipeline and is essentially a first time meeting
CRM - Customer Relationship Management. CRMs house information regarding all prospects and clients. This enables companies to streamline information as well as stay connected with customers and ultimately improve profitability. This is the holy grail for sales, marketing and service. Think Hubspot, SalesForce and Outreach
EOM - End of Month - Organizations with monthly quotas have a big focus and aim to close business before the end of month
SLA - Service Level Agreement - SLA's establish how the sales reps will target each qualified lead received from marketing
ICP - Ideal Client Profile - ICPs are used for the sales and marketing team to create a growth strategy to scale based on prior closed deals
ABC - Always Be Closing
ACV - Annual Contract Value
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