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Inside Sales Glossary

Sales & Revenue Operations Glossary

Decode the terminology, jargon and key terms used by high-performing sales teams.

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A

Account Based Marketing
Account Executive (AE)
Account Manager
Account Representative
Account Tiering
Account-Based Sales
Agent assist
AI Chatbot
AI Customer Segmentation
AI Personalization
ai sales copilot
AI Sales Platform
AI Sentiment Analysis
AI-Powered Pricing
AI-Powered Voice Search
Annual Recurring Revenue (ARR)
Auto Dialer
automated prospecting
Automatic Call Distribution (ACD)
Autonomous Sales Reps
Average Revenue Per User (ARPU)

B

B2B Marketing
B2B Sales
B2C Sales
BANT
Battle-Cards
Business Acumen
Business Development Executive
Business Development Representative (BDR)
Business Intelligence (BI)
Business Process Outsourcing (BPO)
Buyer Enablement
Buyer Intent
Buyer Persona
Buyer's Journey
Buying Signals

C

C-Suite Executives
Call Barging
Call Center
call coaching
Call Disposition
Call Handling
Call Management and Distribution
Call Quality
Call Recording Compliance
Call Routing
Call Scoring
Call Tracking
Challenger
CHAMP
Chief Commercial Officer (CCO)
Chief Data Officer (CDO)
Chief Delivery Officer
Chief Executive Officer (CEO)
Chief Financial Officer (CFO)
Chief Growth Officer (CGO)
Chief Marketing Officer (CMO)
Chief Operating Officer (COO)
Chief Product Officer (CPO)
Chief Revenue Officer (CRO)
Chief Sales Officer (CSO)
Chief Technology Officer (CTO)
Churn Rate
Click-to-call
Close Rates
CNAM
Cold Call
Cold Email
Conceptual Selling
Consultative Selling
Contact Center
Conversation Analytics
conversation intelligence
conversation science
CPQ
CRM Automation
CRM Integration
CRM Software
CTI
Customer Acquisition Cost (CAC)
Customer Data Platform (CDP)
Customer Interaction Management
Customer Lifetime Value (CLV)
Customer Relationship Management (CRM)
Customer Retention
Customer Success Manager (CSM)
Customer Success Reps
Customer Support
Customer-Centric

D

Data Enrichment
Deal Intelligence
Deal Slippage
Deal Velocity
Demand Generation
Digital Sales Rooms
DKIM
DMARC
Dynamic Number Insertion

E

Email Automation
Enterprise Sales
Ethical AI

F

FAINT
Field Sales
Field Sales Enablement
Follow-Up Email

G

GAP Selling
Go-to-Market (GTM) Strategy
Growth Consultant
Growth Marketer

H

Hosted Dialer
Hybrid Selling

I

Ideal Customer Profile (ICP)
Inbound Lead
Inbound Sales
Inside Sales
Interactive Demo
IVR

L

Lead Conversion Rate
lead enrichment
Lead Generation
Lead Nurturing
Lead Pipeline
Lead Qualification
Lead Response Rep
Lead Response Time
Lead Scoring
lead to revenue management
Local Presence

M

market intelligence data
Marketing Qualification Reps (MQRs)
Marketing Qualified Lead (MQL)
MEDDIC
MEDDPICC
Mobile CRM
Monthly Recurring Revenue (MRR)
Mutual Action Plan (MAP)
Mutual Success Plan

N

NEAT Selling
Net Promoter Score

O

On-Target Earnings (OTE)
Outbound Lead
Outbound Sales
Outside Sales
Outside Sales Representative

P

Parallel Dialer
Pipeline Generation
Power Dialer
Predictive Analytics
Predictive Dialer
Predictive Lead Scoring
Preview Dialer
Product-Led Sales
Progressive Dialer
Prospecting Database

Q

Quality Assurance

R

rapport building
RAVC (Revenue Adaptive Value Coaching)
Real-time AI
Real-Time AI Analytics
Remote Sales
Revenue
Revenue Acceleration
Revenue Analytics
revenue intelligence
Revenue Operations
Revenue Optimization
Revenue Per Hour (RPH)
Revenue per Rep
Revenue Performance Management (RPM)
RevOps platform
Robocalling

S

SaaS Sales
sales acceleration technology
Sales Activity Management
Sales Activity Tracker
Sales Analyst
Sales Assistant
Sales Automation
Sales Cadence
Sales Call Transcription
Sales Capacity
Sales Champion
sales coaching
sales coaching programs
Sales Coaching Software
Sales Consultant
sales conversations
Sales Cycle
Sales dashboards
Sales Data and Signals Aggregation
Sales Data Visualization
Sales Development Rep (SDR)
Sales Dialer
Sales Director
sales discovery call
Sales email sequence
sales email tracking
Sales Enablement
Sales Enablement Manager
Sales Engagement
Sales Engineer (SE)
Sales Execution
Sales Executive
Sales Forecast
Sales Forecasting Tools
sales funnel
Sales Incentives and Commissions
Sales Intelligence
Sales KPIs
Sales management software
Sales Manager
Sales Methodologies
Sales Objection Handling
Sales Onboarding and Training
Sales Operations
Sales Operations Manager
Sales Outreach
Sales Performance Management (SPM)
Sales Pipeline
Sales Pipeline Management
Sales Pitch
Sales Playbook
sales prospecting
Sales Qualified Lead (SQL)
Sales Quota
Sales Role-Play
Sales scripts
Sales Sequence
Sales Stack
Sales Strategist
Sales Velocity
Salesforce Administrator
Salesforce Automation
Salesforce Developer
Salesforce Native Apps
Sandler Selling
SIP
Small and Medium Enterprise (SME)
Small and Medium-Sized Businesses
SNAP Selling
Softphone
Solution Architect (SA)
Solution Selling
Solutions Consultant
SPICED (Selling Methodology)
SPIN Selling
STIR/SHAKEN

T

territory management
Territory Sales Manager
timezone detection
Total Addressable Market (TAM)

V

Value Proposition
Value Selling
Voicemail Drop
VoIP
VP of Sales

W

Warm Calling
Workflow Automation