Terms & Definitions Glossary 3 A Accelerator Account Based Marketing (ABM) Account Based Sales Development Account Management Account Mapping Account Profiling Account Scoring Account-Based Marketing Strategy Account-Based Selling Acquisition Cost B B2B B2C BANT Blitz Boilerplate Bottleneck Bottom of the Funnel Marketing Brand Advocate Brand Awareness Brand Equity C Cadence Call Call Disposition Churn Rate Cold Calling Cold Emailing Competitor Analysis Compliance Consultative Selling Conversion Rate Cost-Benefit Analysis D Deal Velocity Demo Discovery Call Drip Campaign E Elevator Pitch Email Automation Email Cadence End User Engagement Rate Enterprise Sales Expansion Revenue F Feature-Benefit Selling Forecasting Freemium G Gross Margin Growth Hacking H Hard Sell Hot Lead I Ideal Customer Profile Inbound Sales Inside Sales Representative J L Lead Lead Enrichment Lead Nurturing Lead Scoring Lifetime Value (LTV) Loss Leader M Marketing Qualified Leads (MQL) Middle of the Funnel Monthly Recurring Revenue N Negative Churn Net Promoter Score Nurture Campaign O P R S T U V X
