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Sales Glossary

Route-to-Market Strategy

A methodical approach to reaching, selling, and transacting within a target market or segment to drive revenue and profit, typically involving commercial incentives and strategic planning.

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Customer Confidence
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Features, Advantages and Benefits (FAB)
Firmographic Data
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Forecast Accuracy
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Gatekeeper
Generic Email Address
Global Account Management (GAM)
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Hot Lead
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Impressions
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Indirect Competition
Infographic
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Integrations
Key Account Management (KAM)
Key Accounts
Key Performance Indicators (KPIs)
Key Purchasing Criteria
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Lead Time
Lifetime Value to Customer Acquisition Cost Ratio (LTV:CAC)
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Manual Email
Mapping
Market Development
Market Fragmentation
Market Penetration
Market Research
Market Segmentation
Marketing
Marketing Qualified Lead (MQL)
Meeting Conversion Rate
Meetings Booked
Metrics
Middle of the Funnel (MOFU)
Mirroring
Modern Selling
Mutual Action Plan (MAP)
Needs Analysis
Negotiation
Net Promoter Score (NPS)
Non-Lead
Non-sales Activities (NSAs)
Objection
Objection Handling
On-target Earnings (OTE)
One-off Task
Open Opportunities
Open Rate
Opportunity Generation
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Organic
Out of Office Extraction
Outbound Sales
Outbound calls
Overdue Task
Pain Point
Persona
Pipeline
Pipeline Generation
Pipeline Velocity
Plugin
Power User
Predictive Analysis
Procurement
Product-qualified Lead (PQL)
Professional Services Consultant (PSC)
Profit Margin
Proof of Concept (POC)
Prospect
Prospecting
Qualification
Qualified Lead
Qualify
Quota
RFI
RFP
RFQ
Ramp-up Time
Referral
Reply Rate
Response Time

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