B2B SaaS & Go-to-Market Glossary

Definition Lead scoring is a methodology used by sales and marketing teams to rank leads on a numerical scale based […]

Definition Cold calling is a traditional sales prospecting technique where a salesperson contacts a potential customer by phone without any

Definition Account-Based Marketing (ABM) is a highly focused business-to-business (B2B) strategy where marketing and sales teams work together to target

Definition Sales prospecting is the process of identifying and searching for potential customers, clients, or buyers—known as prospects—to build a

Definition Outbound sales is a proactive sales strategy where a salesperson initiates contact with a potential customer who has not

Definition The closing rate, also known as the win rate or close ratio, is a sales performance metric that measures

Definition Customer Relationship Management (CRM) refers to both the strategies and technologies that companies use to manage and analyze all

Definition A sales quota is a specific, time-bound sales target set by a company and assigned to an individual salesperson,

Definition A sales cycle is the series of steps, or the process, that a company undertakes from the initial contact

Definition A sales pipeline is a visual representation of a prospect’s journey from the first point of contact to a