Changelog

A lead that marketing has determined meets certain criteria and is ready to be passed to sales for further qualification.

A prediction of revenue that will close in a given period, based on pipeline analysis and rep input.

A methodology for ranking leads based on their likelihood to convert, using demographic and behavioral data.

The total revenue a customer generates over their entire relationship with your company.

The rate at which customers or revenue is lost over a period of time.

A revenue or activity target assigned to a salesperson or team, typically set annually or quarterly.

A defined set of accounts or geographic region assigned to a salesperson, designed to balance workload and opportunity.

A detailed description of the type of company that would benefit most from your product and be most valuable as a customer.

Three levels of market sizing -- Total Addressable Market, Serviceable Addressable Market, and Serviceable Obtainable Market.

The percentage of recurring revenue retained from existing customers, excluding expansion revenue -- measuring pure retention.

The percentage of customers (logos) retained over a period, regardless of revenue changes within those accounts.

A B2B sales qualification framework focused on understanding the customer's Metrics, Economic Buyer, Decision criteria, Decision process, Identify pain, and Champion.

The percentage of recurring revenue retained from existing customers over a period, including expansion, contraction, and churn.

A classic sales qualification framework assessing Budget, Authority, Need, and Timeline to determine if a prospect is worth pursuing.

The decision stage of the marketing and sales funnel where prospects are ready to buy and need final validation to choose a vendor.

The awareness stage of the marketing funnel where prospects first discover your company through broad-reach content and campaigns.

The consideration stage of the marketing funnel where prospects are actively evaluating solutions to their problem.

A sales role responsible for running the full sales cycle from qualified meeting through closed deal.

An entry-level sales role focused on prospecting, qualifying leads, and booking meetings for Account Executives.

The total expected compensation for a sales rep who achieves 100% of their quota, combining base salary and variable commission.

A market segment between SMB and Enterprise, typically companies with 200-2,000 employees requiring a blend of self-serve and sales-assisted motions.

A market segment and sales motion focused on large organizations with complex buying processes, multiple stakeholders, and high-value deals.

The comprehensive yearly plan that defines revenue targets, headcount, budgets, and the strategy to achieve company goals.

A market segment consisting of smaller companies, typically characterized by faster sales cycles, lower deal values, and self-serve or inside sales motions.

A sales strategy where you sell through third-party partners such as resellers, distributors, or referral partners rather than directly.

Software that serves a common function across all industries rather than solving problems specific to one vertical.

A marketing strategy that attracts customers through valuable content and experiences rather than interruptive advertising.

Software built specifically for one industry, with features, workflows, and language tailored to that vertical.

A sales strategy where reps proactively reach out to prospects rather than waiting for inbound interest.

A time-limited period where prospects can use the full product for free before deciding to purchase.