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.

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Pricing & Contract Terms

Payment Terms

Conditions specifying when and how payment will be made.
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Sales Leadership & Management

Performance Review

A formal, documented assessment of a rep's results, behaviors, and development against defined expectations, conducted at regular intervals to drive accountability and improvement.
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Sales Pipeline

Pipeline

A visual representation of active opportunities by sales stage used for forecasting and execution.
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Sales Performance Metrics

Pipeline Coverage

The ratio of total pipeline value to sales quota (or target revenue) for a given period, indicating how much "coverage" reps need to hit their numbers.
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Pipeline Health & Deal Management

Pipeline Hygiene

The practice of keeping CRM opportunities accurate, complete, and current so pipeline, coaching, and forecasts reflect reality.
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Pipeline Health & Deal Management

Pipeline Management

The discipline of generating, inspecting, and optimizing sales opportunities to hit targets.
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Pipeline Health & Deal Management

Pipeline Review

A regular meeting for assessing pipeline health, forecast accuracy, and rep performance.
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Sales Performance Metrics

Pipeline Velocity

The rate at which opportunities in your pipeline generate revenue over time, calculated using the number of qualified opportunities, average deal size, win rate, and sales cycle length.
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Sales Execution & Deal Closing

Procurement

A corporate function managing vendor evaluation, negotiation, compliance for optimal purchasing outcomes.
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Lead Management & Qualification

Product Qualified Lead (PQL)

A lead identified by real usage of the product, such as activation, feature adoption, or team expansion. PQL status indicates readiness for a sales conversation.
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Sales Methodology & Process

Proof of Concept (POC)

A limited, time-bound test of your product in a prospect’s environment designed to prove technical fit, usability, and value before full rollout.
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Sales Execution & Deal Closing

Purchase Order

An official buyer document committing to purchase specific goods or services from a seller under agreed terms.
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Sales Performance Metrics

Quota Attainment

The percentage of a sales target a rep, team, or org achieves in a given period (for example, “92% to quota this quarter”).
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Pricing & Contract Terms

Renewal

The process of extending an existing customer contract for another term.
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Revenue Metrics & Financial Terms

Revenue Churn

The percentage of recurring revenue lost from existing customers due to cancellations, non-renewals, or downgrades over a specific period.​
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Revenue Metrics & Financial Terms

Revenue Leakage

The revenue your company has earned under its contracts but failed to bill, collect, or recognize correctly, i.e., money that should be in your accounts but isn’t.​
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Sales Roles & Team Structure

Revenue Operations (RevOps)

The cross-department function that standardizes data, processes, and systems across sales, marketing, and customer success to eliminate silos, improve GTM efficiency, and enable data-driven revenue decisions.
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Sales Forecasting

Rolling Forecast

A continuously updated forecast that extends a fixed period into the future.
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Sales Strategy & Planning

SPIF (Sales Performance Incentive Fund)

A short-term bonus or contest incentivizing specific sales behaviors or outcomes.
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Sales Methodology & Process

SPIN Selling

A question-based sales framework that sequences Situation, Problem, Implication, and Need–Payoff questions to guide consultative discovery.
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Lead Management & Qualification

Sales Accepted Lead (SAL)

An MQL that the sales team has reviewed for agreed-upon criteria, and taken ownership of for qualification and progression.
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Sales Enablement & Training

Sales Cadence

A sequence of touchpoints and activities used to engage prospects over time.
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Sales Leadership & Management

Sales Coaching

One-on-one guidance that helps sales reps improve skills and performance.
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Sales Performance Metrics

Sales Cycle Length

The average amount of time it takes for a deal to move from initial opportunity creation to a closed-won outcome, usually measured in days.
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Sales Tools & Technology

Sales Dashboard

A visual display of key sales metrics and KPIs, used by leaders and reps to monitor pipeline, forecast, and performance in real time.
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