Glossary

A/B testing Account Executive (AE) Account Manager (AM) Account ownership Active listening Affiliate program Always Be Closing (ABC) Annual Contract Value (ACV) Automating tasks Avoid adding buying pressure BANT Base pay Bonuses Break up emails Burnout Business-to-business (B2B) Sales Business-to-consumer (B2C) Sales Buyer personas Buyer’s journey Buying criteria Cadence Calendar invites Call architecture Call notes Call review Call To Action (CTA) Career sites Challenger Sales Model Cold calling pitfalls Commission Commission adjustment Commission distribution Commission draw Commission frequency Commission type Commission value Commission-only compensation Compensation Compensation format Compensation restructuring Consultative (Solution) Selling Conversion Conversion process Conversion rate CRM leads Cross-sell Customer acquisition cost (CAC) Customer Relationship Management (CRM) Software Deal killers Deal stages Discovery call Down-sell Duties Efficiency Email bounce rate Email open rate Email reminders Email response rate Email syncing Email templates Email warm up Enforcement Firm appointment Follow up Form fills Freelance sites Full time sales reps Gap Selling General manager (GM) Go for the no Hiring sales reps Hyper-personalized emails Ideal Client Profile (ICP) Impact questions In-house sales teams Inbound leads Inbound prospecting Industry databases Integrations Interviewing JBS (Just Be Sharp) Key performance indicator (KPI) Lead Generation Reps Lead lists Lead scoring Lead sources Lead statuses Management tasks Mapping calls Marketing-qualified lead (MQL) Meaningful conversations Mirroring Multichannel outreach Native integrations Objection One-time commissions Organization of sales materials Outbound channels Outbound prospecting Outsourced prospecting Part time sales reps Partner program Pendulum theory Performance Improvement Plans (PIP) Personalized emails Persuasion baseline Pipeline review Post-call email Post-call sales tasks Posting jobs Power dialer Pre-call research Pre-call sales tasks Problem questions Product benefits Product capabilities Product features Profit-Based Commission Prospecting Prospecting existing accounts Prospecting goals Prospecting tools Qualifying Qualifying criteria Qualifying process Quotas Recurring commission (capped) Recurring commission (uncapped) Referral program Relevant experience Removing tasks Reseller program Revenue-Based Commission Right Person Right Time (RPRT) Role plays Rollover clause Salary + Commission compensation Salary-only compensation Sales coaching Sales Development Rep (SDR) Sales enablement Sales funnel Sales lead Sales manager Sales manual Sales methodology Sales Operations Rep Sales process Sales responsibilities Sales training Sales-qualified lead (SQL) Sandler System Secondary domains Sequence Service level agreement (SLA) Simplifying tasks Situational questions SNAP Selling Snippets Socratic questions Soft appointment Softening statements SPIN Selling Straight Line Persuasion Targeting Targeting tools Targets Team structures Terminating reps The Assembly Line The Island The Pod Third party integrations Tiered commission Time kills all deals Transparency Upfront contracts Upsell Value proposition Value selling VoIP Writing cold emails