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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 Data
Account Executive (AE)
Account-Based Sales
Agent assist
AI Chatbot
AI Customer Retention
AI Customer Segmentation
AI Lead Generation
AI Marketing
AI Personalization
AI Role-Play
ai sales copilot
AI Sales Platform
AI Sentiment Analysis
AI-Powered Pricing
AI-Powered Voice Search
Appointment Scheduling Tools
auto-dialer
automated prospecting
Autonomous Sales Reps
Average Revenue Per User (ARPU)

B

B2B Sales
B2C Sales
BANT
battle-cards
Behavioral Analytics
Business Acumen
Business Development Representative (BDR)
Business Intelligence (BI)
Buyer Persona
Buyer's Journey

C

C-Suite Executives
call center software
call coaching
Call Disposition
Call Management and Distribution
Call Recording Compliance
call routing
Call Tracking
Challenger
Chat and Messaging
Chief Commercial Officer (CCO)
Chief Data Officer (CDO)
Chief Executive Officer (CEO)
Chief Financial Officer (CFO)
Chief Marketing Officer (CMO)
Chief Operating Officer (COO)
Chief Revenue Officer (CRO)
Chief Sales Officer (CSO)
Chief Technology Officer (CTO)
Churn Rate
Click-to-call
Close Rates
Cloud AI
Cloud Computing Models
Co-Selling and Ecosystem Management
Cold Call
Consultative Selling
Container as a Service (CaaS)
Conversation Analytics
conversation intelligence
conversation science
CPQ
CRM Automation
CRM Coordinator
CRM Integration
CRM Software
CRM System Components
CTI
Customer Data Platform (CDP)
Customer Experience Management (CXM)
Customer Interaction Management
Customer Journey
Customer Lifetime Value (CLV)
Customer Relationship Management (CRM)
Customer Success Manager (CSM)
Customer Success Reps

D

Data Enrichment
Database as a Service (DBaaS)
Deal Intelligence
demo-to-close conversion rates
Digital Sales Rooms
DKIM
DMARC
Dynamic Deal Scoring

E

Edge AI
email automation
Enterprise Asset Management (EAM)
Enterprise Content Management (ECM)
Enterprise Resource Planning (ERP)
Enterprise Sales
Enterprise Software Solutions
Ethical AI

F

Function as a Service (FaaS)

G

Generative AI For Sales
generative-ai
guided selling

H

Hosted Dialer
Human Capital Management (HCM)
Hyperautomation in Sales

I

Ideal Customer Profile (ICP)
Inbound Sales
Infrastructure as a Service (IaaS)
inside sales
Interactive Demo
IVR

L

Large Language Models (LLMs)
lead enrichment
Lead Pipeline
Lead Response Rep
Lead response time
lead to revenue management
Local Presence

M

market intelligence data
Marketing Automation
Marketing Funnel
Marketing Qualification Reps (MQRs)
MEDDIC
Mobile and Field Sales Enablement
Mobile CRM
Mutual Action Plan (MAP)

N

Natural Language Processing (NLP)
Net Promoter Score

O

On-Target Earnings (OTE)
Outbound Sales

P

Partner Relationship Management (PRM)
Pipeline Generation
Platform as a Service (PaaS)
Predictive Analytics
Predictive dialer
Predictive Lead Scoring
Product-Led Sales
Project Portfolio Management (PPM)
Prospecting Database

R

rapport building
RAVC (Revenue Adaptive Value Coaching)
Real-Time AI Analytics
Relationship intelligence
relationship intelligence data
revenue
Revenue Acceleration
Revenue Analytics
Revenue Enablement Specialist
revenue intelligence
Revenue Operations
revenue optimization
Revenue Per Hour (RPH)
Revenue Performance Management (RPM)
RevOps platform

S

SaaS Strategy
sales acceleration technology
Sales Activity Management
Sales Activity Tracker
Sales Assistant
Sales Automation
Sales Cadence
Sales Call Transcription
sales coaching
sales coaching programs
Sales Coaching Software
Sales Content Specialist
sales conversations
Sales Cycle
Sales dashboards
Sales Data and Signals Aggregation
Sales Data Visualization
Sales Development Rep (SDR)
Sales Dialer
sales discovery call
Sales email sequence
sales email tracking
Sales Enablement Content
Sales Enablement Manager
Sales Enablement Platforms
sales enablement tools
Sales engagement
sales engagement platform
Sales Engineer (SE)
Sales Execution
sales force automation
Sales Forecasting
Sales Forecasting Tools
Sales Funnel
Sales Gamification
Sales Incentives and Commissions
Sales Intelligence
Sales KPIs
Sales management software
Sales Mapping Software
Sales Methodologies
Sales Onboarding and Training
Sales Performance Management (SPM)
Sales Pipeline
Sales Pipeline Management
Sales Playbook
sales prospecting
Sales Quota
Sales scripts
Sales Sequence
Sales Stack
Salesforce Administrator
Salesforce Business Development Associate (BDA)
salesforce call logging
Salesforce Sales Enablement Manager
SIP
SIP Trunking
SMB
Social Engagement
Social Selling Index (SSI)
Solution Architect (SA)
Solution Selling
SPIN Selling
Supply Chain Management (SCM)

T

territory management
timezone detection
Total Addressable Market (TAM)

U

Unique Selling Point (USP)

V

Value Selling
Voice Analytics
voice marketing automation
Voicemail Drop
VoIP
VP of Sales

W

Warm Calling
Workflow Automation