B2B SaaS & Go-to-Market Glossary

Definition Time to close is a sales performance metric that measures the average length of time it takes for a […]

Definition Sales velocity is a measurement of how quickly your company is making money. It calculates the speed at which

Definition A conversion rate is a key performance metric in sales and marketing that measures the percentage of users or

Definition Sales forecasting is the process of estimating a company’s future sales revenue over a specific period, such as a

Definition In a sales context, an opportunity (or sales opportunity) is a qualified prospect who has been vetted and is

Definition BANT (Budget, Authority, Need, Timeline) is a popular sales qualification framework used by salespeople to identify and prioritize the

Definition A discovery call is one of the first significant conversations between a salesperson (often an SDR or AE) and

Definition A sales funnel (also known as a purchase funnel) is a marketing model that illustrates the theoretical journey potential

Definition Demand generation (or « demand gen ») is a comprehensive, data-driven marketing strategy focused on creating awareness and interest in a

Definition Lead nurturing is the process of building and strengthening relationships with potential customers at every stage of their journey,