Glossary | Stable.work

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Glossary

Welcome to our Glossary page, your quick reference for key sales terms and concepts.
From job roles to sales strategies, navigate the sales landscape with confidence.
A tool for your sales success, dive in to enhance your sales vocabulary.

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Account Executive

An Account Executive is a sales professional who manages the relationship with existing clients or new prospects. They are responsible for driving sales and closing deals by understanding customer needs, presenting solutions, negotiating contracts, and ensuring customer satisfaction.

Account Managers

Account Managers are professionals who are responsible for nurturing and maintaining relationships with existing clients. They serve as the primary point of contact for clients, addressing their needs, managing expectations, and ensuring client satisfaction. Account Managers focus on retaining and growing accounts.

AI Sales Tools

AI Sales Tools are software applications or platforms that utilize artificial intelligence (AI) technology to assist sales professionals in various tasks. These tools can automate repetitive tasks, provide data-driven insights.

B

B2B (Business-to-business)

B2B refers to business-to-business transactions or interactions that occur between two or more companies rather than between a business and individual consumers. It involves the sale of products, services, or solutions from one business to another.

B2B Databases

B2B Databases are collections of business contact information that focus on companies and professionals in a specific industry or target market. These databases typically include company names, contact names, job titles, email addresses, phone numbers, and other relevant data that can be used for sales and marketing purposes.

BDR (Business Development Rep)

A Business Development Representative is similar to an SDR and is responsible for generating new business opportunities. BDRs focus on building relationships, identifying potential clients, and initiating the sales process by qualifying leads and setting up initial meetings.

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CRM

Customer Relationship Management integrates technology, data analysis, and streamlined processes to optimize interactions, foster loyalty, and drive business growth. It empowers businesses to deliver personalized experiences, improve customer satisfaction, and maximize sales opportunities.

CTA (call-to-action)

CTA stands for Call-to-Action, which is a statement or instruction designed to prompt an immediate response or action from the audience. In the context of sales and marketing, a CTA is often used to encourage prospects or customers to take a specific action, such as making a purchase, signing up for a newsletter, or requesting a demo.

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Hiring Cycle

Hiring Cycle refers to the time and process involved in recruiting, evaluating, and hiring new employees. It typically includes activities such as job posting, resume screening, interviews, background checks, offer negotiation, and onboarding.

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Ideal Customer Profile / Ideal Customer Persona

An Ideal Customer Profile (ICP) or Ideal Customer Persona refers to a fictional representation of the ideal customer for a company's products or services. It includes demographic, psychographic, and firmographic characteristics that help target the right audience and tailor marketing and sales efforts to attract and engage the most suitable customers.

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Marketing Qualified Leads (MQLs):

MQLs are potential customers who have demonstrated a certain level of interest or engagement with a product or service, as determined by marketing criteria and behaviors. These leads have interacted with marketing campaigns, such as downloading content, subscribing to newsletters, attending webinars, or engaging with the company's website. While they have not yet reached the stage of being considered ready for direct sales engagement, MQLs represent prospects that marketing teams nurture and guide through targeted efforts to move them closer to becoming Sales Qualified Leads (SQLs).

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Prospect Lists

Prospect Lists are compilations of potential customers or leads who have expressed interest or have the potential to be interested in a company's products or services. These lists typically include contact information and relevant details to facilitate targeted outreach and engagement.

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SDR (Sales Development Rep)

A Sales Development Representative is a member of the sales team responsible for prospecting and qualifying leads. SDRs typically focus on outbound activities, such as cold calling, email outreach, and social selling, to generate interest and set up meetings or demos for the Account Executives.

Sales Enablement Tech

Sales Enablement Technology refers to the tools, software, and technologies that support the sales process and enable sales teams to be more effective and efficient. This can include customer relationship management (CRM) systems, sales automation tools, content management platforms, and other technologies that help streamline sales activities.

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Turnover

Turnover, in the context of sales or business, refers to the rate at which employees or customers leave a company or the process of replacing or losing clients or staff. It can be measured as a percentage and is often used to assess employee retention, customer churn, or sales performance.