Glossary

A repository of acronyms, jargon, and useful words for sales and revenue teams
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Annual Contract Value

Annual Contract Value (abbreviated as ACV) is the total sum of revenue that a customer contract generates in a year.
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Bottom-Up Selling

Bottom-up Selling is a sales technique where a sales team invites multiple potential customers to try out their product or service and convince them to implement the product into their operational activities.
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Competition-Based Pricing

Competition-based pricing is a strategy where the price is set based on what the competitors in the market are charging.
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Cost-Plus Pricing

Cost-plus pricing (also known as markup pricing) is a method to determine the selling price of a product in which a fixed percentage is added to the unit cost of a product.
Financial
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Differentiated Growth

A differentiated growth strategy is a business approach that promotes unique, distinct, and different product offerings as compared to competitors.
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First-Run Onboarding Experience

When a user purchases a product from you for the first time, it is expected of you to introduce that product to the customers and tell them about its features and how everything works.
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Frictionless Onboarding

Frictionless customer onboarding refers to acquiring new clients for a company without any ‘friction’ or hurdles.
General
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Annual Contract Value

Annual Contract Value (abbreviated as ACV) is the total sum of revenue that a customer contract generates in a year.
Video
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Product-Qualified Lead

A Product Qualified Lead is a potential customer with a strong likelihood of buying the product because they have experienced and understood the product’s value via a free trial, a limited feature freemium model, or any other type of first-hand experience.
Pyro
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Revenue Per Employee

Revenue per employee (abbreviated as RPE) is referred to as the approximate amount of revenue generated by each employee of a company.
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Sales Qualified Lead: All You Need To Know Guide

A sales-qualified lead (SQL) is a potential customer who has displayed a deep interest in buying a product or service.
Backline
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Sales-Led GTM

A Sales-led go-to-market strategy depends on the sales department of an organization to drive the growth of sales and revenue.
Management
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Top-Down Selling

Video primarily used for surveillance and security that is not broadcast to the general public.
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Total Addressable Market

Total Addressable Market or Total Available Market is the maximum revenue opportunity available to a product or service.
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