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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
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 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 Roles & Team Structure
Sales Development Representative (SDR)
Qualifies inbound leads and prospects outbound to generate SQLs, handing them off to Account Executives for closing in B2B SaaS.
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Sales Roles & Team Structure
Sales Engineer (SE)
A technical pre‑sales expert who partners with Account Executives to design, demo, and validate solutions that meet a prospect’s technical and business requirements.
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Sales Leadership & Management
Sales Leader
A manager responsible for guiding, coaching, and developing the sales team.
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Sales Roles & Team Structure
Sales Manager
A manager overseeing day-to-day performance and development of sales reps.
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Sales Roles & Team Structure
Sales Operations (Sales Ops)
The function that builds and maintains the systems, processes, tools, and insights that enable sales teams to execute efficiently and hit revenue targets consistently.
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Sales Strategy & Planning
Sales Performance Management (SPM)
A structured approach to planning, monitoring, and improving sales team performance across goals, incentives, and data.
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Sales Enablement & Training
Sales Playbook
A manual with documented strategies, best practices, and tactics guiding a sales team’s approach.
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Lead Management & Qualification
Sales Qualified Lead (SQL)
A lead who has progressed through initial marketing qualification and confirmed sales readiness through live discovery conversations.
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Sales Performance Metrics
Sales Quota
A time-bound sales target (usually revenue, deals, or activities) that an individual rep, team, or region is expected to achieve in a set period (month, quarter, year).
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Sales Pipeline
Sales Stage
Defined milestones in the buyer journey with entry/exit criteria and conversion targets.
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Sales Performance Metrics
Sales Velocity
The rate at which deals move through the pipeline and generate revenue, calculated using the number of opportunities, average deal size, win rate, and average sales cycle length.
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Sales Execution & Deal Closing
Signature
Final approval and commitment by an authorized signer that makes a deal legally binding.
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