B2B Sales Glossary

Master the essential revenue and financial metrics that drive B2B SaaS success. From ARR and MRR to retention metrics and customer economics, these terms are critical for understanding pipeline health, forecasting growth, and making data-driven decisions.

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
Revenue Metrics & Financial Terms

Gross Revenue Retention (GRR)

The percentage of recurring revenue retained from an existing customer cohort over a period, after churn and downgrades, but excluding any expansion, upsell, or cross-sell revenue.​ Also called Gross Dollar Retention (GDR) or Gross Renewal Rate.
Read Full Definition ->
Customer Success & Post Sale

Health Score

A metric indicating a customer's likelihood to renew based on usage, engagement, and satisfaction.
Read Full Definition ->
Lead Management & Qualification

Ideal Customer Profile (ICP)

An Ideal Customer Profile (ICP) is a detailed description of the company types and buyer personas that represent the highest fit, value, and profitability for a product or service.
Read Full Definition ->
Customer Success & Post Sale

Implementation

The technical setup and deployment of a SaaS product in the customer’s environment, turning the signed deal into a working solution users rely on.
Read Full Definition ->
Customer Acquisition & Outreach

Inbound Sales

A strategy where prospects initiate contact after engaging with marketing content.
Read Full Definition ->
Sales Leadership & Management

Key Performance Indicator (KPI)

A critical metric used to evaluate success against objectives.
Read Full Definition ->
Revenue Metrics & Financial Terms

LTV:CAC Ratio

Compares the Customer Lifetime Value (LTV) to the Customer Acquisition Cost (CAC) to gauge the efficiency and profitability of customer acquisition efforts in B2B SaaS businesses.​
Read Full Definition ->
Sales Leadership & Management

Lagging Indicator

A metric measuring outcomes that have already occurred (e.g., closed revenue).
Read Full Definition ->
Lead Management & Qualification

Lead

Any individual or company that has expressed interest in a company's offering through marketing activities, inbound inquiries, or outbound prospecting efforts.
Read Full Definition ->
Lead Management & Qualification

Lead Qualification

The process of evaluating leads against criteria like budget, authority, need, and timeline to identify sales-ready prospects worth pursuing.
Read Full Definition ->
Lead Management & Qualification

Lead Scoring

A data-driven method that gives numerical scores to leads based on fit (demographics) and behavior (actions) to rank and prioritize sales-ready opportunities.
Read Full Definition ->
Sales Leadership & Management

Leading Indicator

A metric predicting future outcomes based on current activities (e.g., pipeline generation).
Read Full Definition ->
Revenue Metrics & Financial Terms

Logo Churn

Measures the percentage of customer accounts (“logos”) that cancel or fail to renew their subscription over a given period, regardless of how much revenue each one contributes.​ Also called customer churn.
Read Full Definition ->
Lead Management & Qualification

MEDDIC

A sales qualification framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) for qualifying complex enterprise deals.
Read Full Definition ->
Lead Management & Qualification

MEDDPICC

A framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Implications of Pain, Compelling Event, Champion) for qualifying $500K+ enterprise deals.
Read Full Definition ->
Lead Management & Qualification

Marketing Qualified Lead (MQL)

A lead that has met specific behavioral and demographic scoring thresholds, indicating readiness for sales engagement.
Read Full Definition ->
Revenue Metrics & Financial Terms

Monthly Recurring Revenue (MRR)

Predictable monthly revenue from subscriptions, a key metric for tracking revenue health.
Read Full Definition ->
Sales Methodology & Process

Needs Analysis

A structured process for uncovering and prioritizing a buyer’s goals, challenges, requirements, and constraints to ensure the proposed solution truly fits.
Read Full Definition ->
Pricing & Contract Terms

Net 30/60/90

Contract terms that outline payments due 30, 60, or 90 days after invoice date.
Read Full Definition ->
Revenue Metrics & Financial Terms

Net Revenue Retention (NRR)

Measures the percentage of recurring revenue retained from an existing customer cohort over a period, after accounting for expansion, downgrades, and churn, but excluding new customer revenue. Also called Net Dollar Retention (NDR).
Read Full Definition ->
Customer Success & Post Sale

Onboarding

The structured process of integrating new customers and getting them fully operational with your product so they reach value within a defined, measurable timeframe.
Read Full Definition ->
Sales Pipeline

Open Opportunity

Active opportunities in the pipeline that aren’t Closed-Won or Closed-Lost yet.
Read Full Definition ->
Sales Pipeline

Opportunity

A qualified prospect actively progressing through the sales process with forecastable revenue potential.
Read Full Definition ->
Sales Methodology & Process

Outbound Sales

A proactive go-to-market motion in which sales reps initiate contact with prospects through cold email, calls, and social outreach to generate pipeline before any buyer intent has been expressed.
Read Full Definition ->
Sales Methodology & Process

Pain Point

Specific buyer problems creating measurable business impact that sales solutions address.
Read Full Definition ->
Showing 
12
 - 
 12 
 out of  
12