Go To Market Glossary
Here is the vocabulary resource for our go-to-market strategies. On this page, you’ll find a complete glossary of the key terms, acronyms, and concepts we use. This guide is designed to clarify the specialized language involved in building a predictable revenue pipeline and scaling a business, from client acquisition tactics to the nuances of enterprise sales.
What is Productivity?
Definition In a sales and business context, productivity is a measure of the efficiency and…
What is Lead Routing?
Definition Lead routing is the automated process of distributing and assigning incoming leads to the…
What is a Net Promoter Score (NPS)?
Definition The Net Promoter Score (NPS) is a widely used metric that measures customer loyalty…
What is a Customer Lifecycle?
Definition The customer lifecycle is a framework that describes the various stages a customer goes…
What is User Experience (UX)?
Definition User Experience (UX) refers to a person’s emotions, perceptions, and responses resulting from their…
What is a Touchpoint?
Definition A touchpoint is any single interaction or point of contact a customer or prospect…
What is Customer Experience (CX)?
Definition Customer Experience (CX) is your customer’s overall perception and feeling about your company, based…
What is Revenue Forecasting?
Definition Revenue forecasting is a high-level business process used to predict the total revenue a…
What is Average Deal Value?
Definition Average Deal Value (or Average Deal Size) is a sales metric that measures the…
What is Revenue?
Definition Revenue is the total amount of income a business generates from its normal business…
What is a Sales Process?
Definition A sales process is a structured, repeatable set of steps that a salesperson takes…
What is a Pain Point?
Definition A pain point is a specific, acute problem or challenge that a potential customer…
What is Content Marketing?
Definition Content marketing is a strategic marketing approach focused on creating and distributing valuable, relevant,…
What is a Drip Campaign?
Definition A drip campaign is a form of marketing automation that sends a pre-written set…
What is Objection Handling?
Definition Objection handling is a critical sales skill that involves responding to and resolving a…
What is a Pitch?
Definition A sales pitch is a concise and persuasive sales presentation designed to get a…
What is a Sales Cadence?
Definition A sales cadence (or sequence) is a structured, multi-step, multi-channel outreach plan that a…
What is Lead Qualification?
Definition Lead qualification is the critical process of vetting a potential customer (a lead) to…
What is an ICP (Ideal Customer Profile)?
Definition An Ideal Customer Profile (ICP) is a detailed, hypothetical description of the perfect company…
What is a Revenue Target?
Definition A revenue target is a specific, measurable financial goal for the total income a…