Sales Terms from A-Z

B2B Sales Definitions Glossary

 It can be difficult to sell, especially when marketing to B2B customers. There are many terms used in B2B sales. Some terms can be confusing. The general public has long accepted industry jargon. This is why we created this glossary of B2B sales terms with 260 definitions and terms. This glossary is a must-have for any B2B salesperson.

You must be familiar with the terms used in different situations as a B2B sales veteran. These terms may be used differently depending on who you are dealing with. This article will explain the terms that B2B sales are used.

B2B sales are the most technical and complex of all business models. Sales professionals must have a solid understanding of the basics of selling in order to be able communicate effectively with potential clients or partners. This blog will provide a solid foundation in B2B selling, with a particular focus on the terminologies and definitions necessary for a successful business.

We thought it was time to take a look back at the basics, especially with AI, new sales technology and automation being so prominent in the sales echo chamber. This comprehensive dictionary contains definitions and terminology for sales to help you remember where it all started. 

This sales dictionary is for anyone in sales who needs to know the most commonly used words in the sales industry, especially rookies who are just starting out in the field. 

This document is recommended for sales managers and business development executives who are assisting new sales reps. This glossary is intended to reduce the learning curve for sales reps who are new to B2B sales terminology. 

Acceleprise is a special thanks for helping us to define these sales phrases. 

  • AB Evaluation
  • Account
  • All things are account-based / revenue
  • ABM stands to Account-Based Marketing.
  • Sales Development/Account-Based Selling
  • Representative for Account Development
  • Account Manager
  • Accounts payable (A/R), (A/R).
  • Receivables
  • Affiliated Investor
  • Amortization
  • Analytics
  • Annual Recurring Revenue
  • A.P.I. A.P.I. stands for application program interface.

Applicant Tracking System is a system to track applicants. (ATS is a system to track applicants.

AI stands for Artificial Intelligence

  • Average Contract Value
  • Average selling/sale price
  • A-B-C (Always Be Closing)
  • This sales approach is based on the idea that every salesperson’s action should result in a sale. 

AB Evaluation (or Split Testing).

Split Testing, also known as AB Testing or AB Testing, is a method of testing two versions. This is usually done to measure and compare the market reaction to each variant. You can, for example, measure visitor traffic and conversion rates on two web pages with similar content. 

Account

An account is a record that contains main and background information about a client or individual, such as contact information and details of chosen services and transactions with your company. 

Everything is based upon accounts (ABE).

Account-based Everything (ABE), or Account-based Revenue, is a framework that coordinates customized care and management for targeted customer accounts across all relevant units (such sales, marketing, finance and product development), and the entire customer lifecycle, from lead generation to after-sales service. 

ABM stands to Account-Based Marketing (ABM).

Account-Based Marketing (ABM), a strategy framework, treats qualified individual prospects and customer accounts as separate markets that are deserving concentrated, hyper-personalized attention from marketing and sales departments. 

Account-Based Marketing (ABM), (ABS).

Account-Based Selling (ABS), or Account-Based Development (ABSD), is a B2B selling model that views high-value, qualified accounts as separate markets that need dedicated resource allocation. It also allows for hyper-personalized and multipoint engagement with different departments within your company. 

Representative for business development (ADR).

A salesperson who is responsible for finding, qualifying and obtaining leads for account executives to convert, nurture, and engage. 

Account manager (AE)

A portfolio is an account executive, which is a sales professional responsible for managing one or more client accounts. These account executives are responsible for nurturing and growing company relationships with these clients, as well as converting quality leads to paying customers.

Accounts payable

Accounts payable is an accounting item that shows how much your company owes vendors, suppliers and other service providers in terms short-term monetary obligations. 

Receivables

Accounts Receivable is the term for the amount of money that you owe to consumers after they have purchased a product or subscribed at a service. 

Affiliated Investor

Accredited Investor — A legal take-home income of $200k+ per annum (or $300k with your spouse) or a net worth greater than $1 million. 

Amortization

Amortization refers to the process of paying off debt within a time frame or spreading out a write-down over time. 

Analytics

Analytics is the active analysis of different types of data in order to find patterns and convert them into insight (such historical analyses and predictions or action) and/or action.

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