B2B SaaS & Go-to-Market Glossary

Definition A sales process is a structured, repeatable set of steps that a salesperson takes to move a prospective customer […]

Definition A pain point is a specific, acute problem or challenge that a potential customer is experiencing. In sales and

Definition Content marketing is a strategic marketing approach focused on creating and distributing valuable, relevant, and consistent content to attract

Definition A drip campaign is a form of marketing automation that sends a pre-written set of emails to prospects or

Definition Objection handling is a critical sales skill that involves responding to and resolving a prospect’s concerns or hesitations about

Definition A sales pitch is a concise and persuasive sales presentation designed to get a prospect interested in a product

Definition A sales cadence (or sequence) is a structured, multi-step, multi-channel outreach plan that a salesperson uses to engage with

Definition Lead qualification is the critical process of vetting a potential customer (a lead) to determine how likely they are

Definition An Ideal Customer Profile (ICP) is a detailed, hypothetical description of the perfect company to sell to. It is

Definition A revenue target is a specific, measurable financial goal for the total income a company, department, or individual is