{"id":19595,"date":"2023-12-07T15:07:08","date_gmt":"2023-12-07T09:37:08","guid":{"rendered":"https:\/\/kylas.io\/?p=19595"},"modified":"2024-06-26T12:32:55","modified_gmt":"2024-06-26T07:02:55","slug":"a-z-sales-glossary-for-new-age-sales-managers","status":"publish","type":"post","link":"https:\/\/kylas.io\/en\/blog\/sales-glossary-for-new-age-sales-managers","title":{"rendered":"A-Z Sales Glossary for New Age Sales Managers"},"content":{"rendered":"\n

Let’s agree that we’ve all, at least once, found ourselves in a sales meeting where several acronyms were being thrown around, leaving us to wonder what they could mean.<\/p>\n\n\n\n

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It happens! Sometimes, sales jargon can get too much. Buzzwords can differ from company to company and from situation to situation.<\/p>\n\n\n\n

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Without a doubt, the modern-day sales management<\/mark><\/span><\/a> realm calls for a firm grasp of the language that fuels the sales industry. Arming yourself with the latest sales glossary is crucial. While you may not be using many of those words with your customers, you will need them to expand your vocabulary or while talking to your sales reps<\/mark><\/span><\/a>.<\/p>\n\n\n\n

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After all, you don\u2019t want the ever-growing sales jargon to cause miscommunication and delayed decisions in your team.<\/p>\n\n\n\n

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The Largest Sales Glossary You Need<\/strong><\/h2>\n\n\n\n
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Nothing is as powerful as the knowledge of the fundamentals. So, here\u2019s a little something to help you when you want to help other sales professionals<\/mark><\/span><\/a>– A-Z sales glossary.<\/p>\n\n\n\n

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1. A\/B Testing<\/strong><\/h3>\n\n\n\n
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\"A\/B<\/figure><\/div>\n\n\n
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Also, known as split testing, it refers to an experiment in sales where salespeople compare two or more variants to see the market response to each option.<\/p>\n\n\n\n

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2. ABC (Always Be Closing)<\/strong><\/h3>\n\n\n\n
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It is a strategy that implies that everything a salesperson does should result in closing the deal<\/mark><\/span><\/a>.<\/p>\n\n\n\n

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3. ABM (Account-Based Marketing)<\/strong><\/h3>\n\n\n\n
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\"ABM<\/figure><\/div>\n\n\n
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It is a B2B sales strategy<\/mark><\/span><\/a> when marketing and sales teams<\/mark><\/span><\/a> combine their efforts to target particular accounts using personalized methods of outreach and engagement.<\/p>\n\n\n\n

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4. ABR (Account-Based Revenue)<\/strong><\/h3>\n\n\n\n
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It is a framework that offers customized support from onboarding to after-sales to the customers throughout their lifecycle<\/mark><\/span><\/a> with a brand.<\/p>\n\n\n\n

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5. ABS (Activity-Based Selling)<\/strong><\/h3>\n\n\n\n
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It is a B2B sales strategy where salespeople<\/mark><\/span><\/a> focus on the selling activities they can control with the aim of closing more deals.<\/p>\n\n\n\n

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6. ACV (Annual Contract Value)<\/strong><\/h3>\n\n\n\n
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\"ACV<\/figure><\/div>\n\n\n
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It is the average revenue that a single customer or account brings to a company.<\/p>\n\n\n\n

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7. Account Customization<\/strong><\/h3>\n\n\n\n
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It is a CRM (customer relationship management<\/mark><\/span><\/a>) tool feature that helps organize deals and facets of the sales process.<\/p>\n\n\n\n

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8. Accounts Payable<\/strong><\/h3>\n\n\n\n
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\"Accounts<\/figure><\/div>\n\n\n
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This is the amount of money that the organization owes to various creditors such as vendors, suppliers, and service providers. This amount is a part of the company\u2019s balance sheet in the form of liabilities.<\/p>\n\n\n\n

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9. Accounts Receivable<\/strong><\/h3>\n\n\n\n
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\"Accounts<\/figure><\/div>\n\n\n
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This is the amount that is owed to the organization by its customers for the goods and services they buy from the organization.<\/p>\n\n\n\n

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10. Adoption Process<\/strong><\/h3>\n\n\n\n
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\"Adoption<\/figure><\/div>\n\n\n
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It is the way a customer adopts a new product or service.<\/p>\n\n\n\n

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11. ADR (Account Development Representative)<\/strong><\/h3>\n\n\n\n
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He\/she develops all the sales strategies, identifies potential prospects, and participates in different activities to help the company achieve its sales goals<\/mark><\/span><\/a>.<\/p>\n\n\n\n

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12. AE (Account Executive)<\/strong><\/h3>\n\n\n\n
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\"AE<\/figure><\/div>\n\n\n
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He\/she is a sales professional who takes over the sales process from an ADR towards closing a deal. This salesperson is responsible for nurturing the accounts as per their pain points, conducting demos, and negotiating contracts.<\/p>\n\n\n\n

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13. AIDA (Awareness, Interest, Desire, and Action)<\/strong><\/h3>\n\n\n\n
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\"AIDA<\/figure><\/div>\n\n\n
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It\u2019s a sales model that describes all the stages through which a prospect goes through in the buying process.<\/p>\n\n\n\n

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14. Amortization<\/strong><\/h3>\n\n\n\n
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It is the time period during which a debt is reduced or paid off through regular payments.<\/p>\n\n\n\n

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15. ARR (Annual Recurring Revenue)<\/strong><\/h3>\n\n\n\n
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\"ARR<\/figure><\/div>\n\n\n
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It is a key sales metric that SaaS and subscription-based businesses use to define the contract length for their clients in order to measure their annual revenue accurately.<\/p>\n\n\n\n

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16. ASP (Average Selling Price)<\/strong><\/h3>\n\n\n\n
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\"ASP<\/figure><\/div>\n\n\n
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It is defined as the average price at which a product or service is sold to the customers.<\/p>\n\n\n\n

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17. Autoresponder<\/strong><\/h3>\n\n\n\n
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It is a tool that is programmed to send automatic messages to new users who subscribe for a solution or take action. The triggers and messages can be in accordance with the company\u2019s requirements.<\/p>\n\n\n\n

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18. Average (DPS) Dollar Per Sale<\/strong><\/h3>\n\n\n\n
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It can be calculated by dividing total sales dollars for a given time period by the number of sales made or deals closed.<\/p>\n\n\n\n

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19. B2B (Business to Business)<\/strong><\/h3>\n\n\n\n
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This sales term refers to the companies that primarily sell their products and services to businesses.<\/p>\n\n\n\n

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20. B2B2C (Business to Business to Consumer)<\/strong><\/h3>\n\n\n\n
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This sales term refers to companies that sell to or partner with those B2C businesses that further sell to the customers.<\/p>\n\n\n\n

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21. B2C: Business to consumers<\/strong><\/h3>\n\n\n\n
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This sales term refers to those companies that primarily sell their products and services directly to consumers.<\/p>\n\n\n\n

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22. Bad Lead<\/strong><\/h3>\n\n\n\n
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A bad lead is the one that has the least chance of becoming a customer. Salespeople are required to identify the ones in the early sales process and cut ties with them to avoid wasting their time and resources.<\/p>\n\n\n\n

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23. BANT (Budget, Authority, Need and Timeline)<\/strong><\/h3>\n\n\n\n
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\"BANT\"<\/figure><\/div>\n\n\n
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It is a type of sales framework<\/mark><\/span><\/a> that salespeople use to determine which leads qualify as per their business products or services and prioritize them.<\/p>\n\n\n\n

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24. BDR (Business Development Rep)<\/strong><\/h3>\n\n\n\n
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He\/she is a sales rep who takes care of the outbound lead generation<\/mark><\/span><\/a>. They initiate contact with leads to open a sales relationship and set up meetings with sales development reps (SDRs).<\/p>\n\n\n\n

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25. BOFU (Bottom of the Funnel)<\/strong><\/h3>\n\n\n\n
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As the name suggests, it is the closing stage of the sales funnel<\/mark><\/span><\/a>. It is also known as the decision of purchase stage.<\/p>\n\n\n\n

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26. Bounce Rate<\/strong><\/h3>\n\n\n\n
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It is defined as the sales metric that helps measure the percentage of visitors who enter a website and leave without taking any further action such as clicking on a CTA, visiting another page, or opening an internal link.<\/p>\n\n\n\n

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Talking about email marketing<\/mark><\/span><\/a>, bounce rate is defined as the percentage of email addresses that didn\u2019t receive the email you shot.<\/p>\n\n\n\n

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In both cases, a high bounce rate means that businesses must improve their website and update their contact list.<\/p>\n\n\n\n

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27. Bulk Email<\/strong><\/h3>\n\n\n\n
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As the name suggests, it is an email sent to a large number of recipients at once.<\/p>\n\n\n\n

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28. Business Intelligence<\/strong><\/h3>\n\n\n\n
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It means the interpretation of data that helps businesses make informed business decisions.<\/p>\n\n\n\n

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29. Buyer Persona<\/strong><\/h3>\n\n\n\n
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\"Buyer<\/figure><\/div>\n\n\n
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It is defined as the representation of a company\u2019s ideal customer as per the market research and original data garnered about existing customers.<\/p>\n\n\n\n

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30. Buyer\u2019s Remorse<\/strong><\/h3>\n\n\n\n
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It is a psychological sense of guilt or remorse that a buyer experiences after making a purchase. It usually happens when they buy an expensive item.<\/p>\n\n\n\n

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31. Buyer\u2019s Journey<\/strong><\/h3>\n\n\n\n
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\"Buyer\u2019s<\/figure><\/div>\n\n\n
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Also known as the buying process<\/mark><\/span><\/a>, it refers to the stages and decision points a buyer goes through when they identify and research options for their problems.<\/p>\n\n\n\n

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32. Buying Criteria<\/strong><\/h3>\n\n\n\n
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It is defined as the information that a customer wants to know or needs while making a purchase. They may request this information from the sales rep or look for it on their own.<\/p>\n\n\n\n

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33. Buying Intent<\/strong><\/h3>\n\n\n\n
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It is said to be the way in which consumers show interest in buying a product or service by doing things such as downloading documents, participating in events, etc.<\/p>\n\n\n\n

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34. Buying Signal<\/strong><\/h3>\n\n\n\n
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\"Buying<\/figure><\/div>\n\n\n
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It can be a verbal or non-verbal signal from a potential buyer.<\/p>\n\n\n\n

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35. CAC (Customer Acquisition Cost)<\/strong><\/h3>\n\n\n\n
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\"CAC<\/figure><\/div>\n\n\n
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This is the total cost of acquiring new customers. It includes all the costs like advertisements, team salaries, etc. that are then divided by the number of customers acquired.<\/p>\n\n\n\n

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36. Cadence<\/strong><\/h3>\n\n\n\n
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This is the sequence of actions that salespeople go through while hoping to close a sale with a prospect. It includes every contact attempt they make via phone, email, social media, etc.<\/p>\n\n\n\n

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37. CAGR (Compound Annual Growth Rate)<\/strong><\/h3>\n\n\n\n
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\"CAGR<\/figure><\/div>\n\n\n
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It is defined as the rate of return (RoR) required for an investment to grow from the beginning to the end, considering that all the profits were reinvested at the end of each period of the investment\u2019s lifespan.<\/p>\n\n\n\n

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38. Call-in<\/strong><\/h3>\n\n\n\n
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It is the stage when someone gets in touch with your company for the first time with the aim of knowing more about your product or service.<\/p>\n\n\n\n

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39. Case study<\/strong><\/h3>\n\n\n\n
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It is referred to any story, evidence, or data of your solution that benefits your customer.<\/p>\n\n\n\n

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40. Cash Flow<\/strong><\/h3>\n\n\n\n
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It is defined as the amount of money that is used for operational activities that are flowing into or out of the business over a specified period of time.<\/p>\n\n\n\n

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41. Challenger Selling<\/strong><\/h3>\n\n\n\n
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\"Challenger<\/figure><\/div>\n\n\n
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It is that type of sales model or methodology that takes control of the entire sales experience.<\/p>\n\n\n\n

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42. Challenger Test<\/strong><\/h3>\n\n\n\n
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Also known as a champion test, it helps determine the best way of engaging a given market.<\/p>\n\n\n\n

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43. Channel Sales<\/strong><\/h3>\n\n\n\n
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This is the method of classifying and deploying the sales team resources in order to focus on various distribution channels.<\/p>\n\n\n\n

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44. Channel Partner<\/strong><\/h3>\n\n\n\n
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It is a third-party organization that partners with the company to offer products and services on behalf of the vendor.<\/p>\n\n\n\n

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45. Churn Rate<\/strong><\/h3>\n\n\n\n
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\"Churn<\/figure><\/div>\n\n\n
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It is defined as the rate of customers that stop doing business with an entity.<\/p>\n\n\n\n

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46. Closed Opportunities<\/strong><\/h3>\n\n\n\n
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It refers to both closed-won and closed-lost opportunities in an organization.<\/p>\n\n\n\n

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47. Closed-Won<\/strong><\/h3>\n\n\n\n
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It is a type of deal in which the customer agrees to make a purchase from a business.<\/p>\n\n\n\n

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48. Closed-Lost<\/strong><\/h3>\n\n\n\n
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It is that type of deal opportunity that doesn\u2019t make a purchase.<\/p>\n\n\n\n

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49. Closing Ratio<\/strong><\/h3>\n\n\n\n
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\"Closing<\/figure><\/div>\n\n\n
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It is defined as the percentage of closed-won deals compared to the number of prospects.<\/p>\n\n\n\n

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50. CLTV (Customer Lifetime Value)<\/strong><\/h3>\n\n\n\n
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\"CLTV<\/figure><\/div>\n\n\n
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This is the total worth of a customer during a business lifecycle or we can say how long they are with a business.<\/p>\n\n\n\n

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51. Cold Calling<\/strong><\/h3>\n\n\n\n
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It is a type of sales technique where the salespeople reach out to people who have not previously shown any interest in the offered solution.<\/p>\n\n\n\n

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52. Commission<\/strong><\/h3>\n\n\n\n
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It is a compensation for closing a sale given to the team members.<\/p>\n\n\n\n

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53. Consultative Sales<\/strong><\/h3>\n\n\n\n
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This is a type of sales approach that prioritizes relationships that help identify and provide specific solutions to a customer\u2019s needs.<\/p>\n\n\n\n

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54. Consumer<\/strong><\/h3>\n\n\n\n
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He\/she is someone who uses a product or service.<\/p>\n\n\n\n

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55. Contact Management<\/strong><\/h3>\n\n\n\n
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This is the access to a prospect\u2019s individual details and upsell opportunities.<\/p>\n\n\n\n

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56. Conversion<\/strong><\/h3>\n\n\n\n
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It is the sales stage when a prospect becomes a consumer.<\/p>\n\n\n\n

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57. Conversion Rate<\/strong><\/h3>\n\n\n\n
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\"Conversion<\/figure><\/div>\n\n\n
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It is the metric that helps determine the effectiveness of the sales teams when it comes to converting leads into customers. Here\u2019s how you can calculate the conversion rate: (closed-won opportunities \/ qualified leads) x 100.<\/p>\n\n\n\n

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58. CRM (Customer Relationship Management)<\/strong><\/h3>\n\n\n\n
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\"CRM<\/figure><\/div>\n\n\n
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It is defined as a system that helps businesses manage customer data. It also supports sales, delivers deep insights, and facilitates communication.<\/p>\n\n\n\n

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59. Cross-Selling<\/strong><\/h3>\n\n\n\n
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\"Cross-Selling\"<\/figure><\/div>\n\n\n
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It is the selling technique of making your customers buy more from you by offering them a product that is related to what they are already buying.<\/p>\n\n\n\n

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60. CTA (Call to Action)<\/strong><\/h3>\n\n\n\n
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It can be a short sentence or a phrase used in emails, offers, websites, and landing pages to encourage prospects to click on it.<\/p>\n\n\n\n

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61. CTR (Click-Through Rate)<\/strong><\/h3>\n\n\n\n
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\"CTR<\/figure><\/div>\n\n\n
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It is the percentage of the email recipients who click on your CTA, or the website visitors who click on your ad. It is calculated by dividing the number of clicks on that particular link by the number of times it is shown.<\/p>\n\n\n\n

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62. Customer Experience (CX)<\/strong><\/h3>\n\n\n\n
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It describes the impression your brand leaves on your customers. It is the way customers perceive and evaluate every interaction with a brand.<\/p>\n\n\n\n

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63. Customer Lifecycle<\/strong><\/h3>\n\n\n\n
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\"Customer<\/figure><\/div>\n\n\n
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It\u2019s a multi-stage journey customers go through from the time they hear about a brand to the time they become their customers.<\/p>\n\n\n\n

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64. Customer Success<\/strong><\/h3>\n\n\n\n
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It is a strategy that optimizes businesses with existing customers and helps enhance the predictability of recurring revenue.<\/p>\n\n\n\n

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65. Dark\/Dead-end<\/strong><\/h3>\n\n\n\n
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It is a stage in the sales pipeline<\/mark><\/span><\/a> when a prospect stops responding to a brand.<\/p>\n\n\n\n

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66. Data Import<\/strong><\/h3>\n\n\n\n
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It includes transferring company, contact, deal, and lead data from a third-party platform into a CRM tool.<\/p>\n\n\n\n

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67. Data Quality<\/strong><\/h3>\n\n\n\n
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It is the measurement of the accuracy and completeness of the information collected by different departments.<\/p>\n\n\n\n

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68. Deal<\/strong><\/h3>\n\n\n\n
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It is an agreement that is created between the prospect and the brand to take action.<\/p>\n\n\n\n

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69. Deal Flow<\/strong><\/h3>\n\n\n\n
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This metric shows the rate at which salespeople generate new sales leads and opportunities. <\/p>\n\n\n\n

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70. Deal Tracking<\/strong><\/h3>\n\n\n\n
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It is a way to organize deals within a CRM tool.<\/p>\n\n\n\n

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71. Decision Maker<\/strong><\/h3>\n\n\n\n
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He\/she is someone who is authorized to make the buying decisions on behalf of his brand.<\/p>\n\n\n\n

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72. De-dupe<\/strong><\/h3>\n\n\n\n
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It is the process of removing duplicated data from the system.<\/p>\n\n\n\n

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73. Demand Generation<\/strong><\/h3>\n\n\n\n
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It refers to the process of building a brand using strategies like email drip campaigns, SEO, content marketing, etc.<\/p>\n\n\n\n

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74. Demo<\/strong><\/h3>\n\n\n\n
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It is a presentation given to the customers to make them familiar with the brand\u2019s products\/services.<\/p>\n\n\n\n

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75. Demo Goals<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the number of sales demos a brand wants to accomplish over a period of time.<\/p>\n\n\n\n

<\/div>\n\n\n\n

76. Demographics<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is defined as the categorization of prospects for business purposes on the basis of job title, location, company, etc.<\/p>\n\n\n\n

<\/div>\n\n\n\n

77. Direct Mail<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It means delivering physical flyers, postcards, newsletters, and other promotional materials through traditional postal services.<\/p>\n\n\n\n

<\/div>\n\n\n\n

78. Direct Response Marketing<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It includes using emails, postcards, and mailers to attract prospects.<\/p>\n\n\n\n

<\/div>\n\n\n\n

79. Direct Sales<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the sales process of selling products or services directly to customers without involving retailers.<\/p>\n\n\n\n

<\/div>\n\n\n\n

80. Discovery Call<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is defined as the first call a sales rep makes to a lead with the aim of building his\/her brand rapport.<\/p>\n\n\n\n

<\/div>\n\n\n\n

81. Discount<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the reduction in the price of a product or service as a way of promoting the brand.<\/p>\n\n\n\n

<\/div>\n\n\n\n

82. Drip Campaign<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is an automated email campaign that is meant to engage recipients by delivering relevant content.<\/p>\n\n\n\n

<\/div>\n\n\n\n

83. EBITDA (Earnings Before Interest, Taxes, Depreciation, and Amortisation)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"EBITDA<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is a statistic that assesses the operating performance of a business.<\/p>\n\n\n\n

<\/div>\n\n\n\n

84. EIR (Entrepreneur in Residence)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

He\/she is the founder hired by a venture capitalist firm.<\/p>\n\n\n\n

<\/div>\n\n\n\n

85. Email Automation<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the term given to the process of creating a tailored sequence of emails that are scheduled in advance to target the right audience with the message a brand wants to convey.<\/p>\n\n\n\n

<\/div>\n\n\n\n

86. Email Marketing<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a marketing strategy where people use emails to reach out to their potential and existing customers with the aim of building meaningful relationships with them.<\/p>\n\n\n\n

<\/div>\n\n\n\n

87. Email Tracking<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a way of monitoring the performance of how well a brand\u2019s email campaign turned out to be.<\/p>\n\n\n\n

<\/div>\n\n\n\n

88. Emotional Sale<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

Also known as the intellectual sale, It is a situation when a prospect is emotionally involved in the buying process of your product or service.<\/p>\n\n\n\n

<\/div>\n\n\n\n

89. Employee Engagement<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"Employee<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It can be explained as the extent to which an employee is involved with the company and how passionate he\/she is when it comes to improving the profitability and reputation of the company.<\/p>\n\n\n\n

<\/div>\n\n\n\n

90. Engagement<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is an attempt that salespeople make to keep their audience interested in their product or service.<\/p>\n\n\n\n

<\/div>\n\n\n\n

91. Enrichment Metrics<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

These are the data points that offer complete prospect information.<\/p>\n\n\n\n

<\/div>\n\n\n\n

92. Enterprise<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a large company that consists of different departments and has hundreds of employees.<\/p>\n\n\n\n

<\/div>\n\n\n\n

93. EOD (End Of Day)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This abbreviation is used to set a deadline for a task or a project.<\/p>\n\n\n\n

<\/div>\n\n\n\n

94. EOM (End of the Month)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This abbreviation is used to set a deadline for a task or a project.<\/p>\n\n\n\n

<\/div>\n\n\n\n

95. EOS (End of the Sale)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This abbreviation is used to set a deadline for a task or a project.<\/p>\n\n\n\n

<\/div>\n\n\n\n

96. EOQ (End of the Quarter)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This abbreviation is used to set a deadline for a task or a project.<\/p>\n\n\n\n

<\/div>\n\n\n\n

97. EOY (End of the Year)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This abbreviation is used to set a deadline for a task or a project.<\/p>\n\n\n\n

<\/div>\n\n\n\n

98. ESP (Email Service Provider)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a company that offers email marketing services to businesses.<\/p>\n\n\n\n

<\/div>\n\n\n\n

99. FAB (Features, Advantages, Benefits)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This is a value proposition that is shared with the prospect by the sales rep.<\/p>\n\n\n\n

<\/div>\n\n\n\n

100. FMV (Fair Market Value)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the price that any potential buyer would want to pay for a product or service.<\/p>\n\n\n\n

<\/div>\n\n\n\n

101. Feature<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is what a product does to solve a buyer\u2019s needs.<\/p>\n\n\n\n

<\/div>\n\n\n\n

102. Field Sales Rep<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

He\/she is that sales rep who works outside the business office or premises.<\/p>\n\n\n\n

<\/div>\n\n\n\n

103. Flywheel<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the representation of a customer in his buying journey that includes stages like awareness, engagement, and delight.<\/p>\n\n\n\n

<\/div>\n\n\n\n

104. Follow-up<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the act of connecting with a prospect after they were contacted earlier.<\/p>\n\n\n\n

<\/div>\n\n\n\n

105. Forecasting<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a set of techniques<\/mark><\/span><\/a> that companies use to predict their likely future revenues based on their past performance.<\/p>\n\n\n\n

<\/div>\n\n\n\n

106. Footprint<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

These are the calculated steps that salespeople are expected to follow from acquisition to delivery.<\/p>\n\n\n\n

<\/div>\n\n\n\n

107. Fortune 500<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

These are the 500 largest companies<\/mark><\/span><\/a> that are listed in the Fortune magazine\u2019s annual listing of the in the U.S. as per their revenue.<\/p>\n\n\n\n

<\/div>\n\n\n\n

108. Forward Revenue<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It can be defined as the projected recurring revenue for the next 12 months.<\/p>\n\n\n\n

<\/div>\n\n\n\n

109. Gatekeeper<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It can either be a person or a software application that controls the access to data or premium features of an application.<\/p>\n\n\n\n

<\/div>\n\n\n\n

110. GPCTBA & CI (Goals, Plans, Challenges, Timeline, Budget, Authority & Consequences, and Implications)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a lead qualification<\/mark><\/span><\/a> framework that focuses on closing pre-qualified leads.<\/p>\n\n\n\n

<\/div>\n\n\n\n

111. Gross Margin<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"Gross<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is the amount that is obtained after the gross profit is divided by total sales.<\/p>\n\n\n\n

<\/div>\n\n\n\n

112. GTM (Go-to-Market)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"GTM<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It can be a strategy or a roadmap that helps gain a competitive edge in a particular market.<\/p>\n\n\n\n

<\/div>\n\n\n\n

113. Historic CLV<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the sum of all profits made in the past in a specific time period. <\/p>\n\n\n\n

<\/div>\n\n\n\n

114. ICP (Ideal Customer Profile)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"ICP<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is a list of common characteristics that define a brand\u2019s ideal customer<\/mark><\/span><\/a> to help the sales team<\/mark><\/span><\/a> focus on the right prospects.<\/p>\n\n\n\n

<\/div>\n\n\n\n

115. Inbound Leads<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

He\/she is that B2B prospect who is interested in your content and will exchange his\/her information for access.<\/p>\n\n\n\n

<\/div>\n\n\n\n

116. Incremental Sales<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

These are those business sales during a tracked period that go beyond what a business normally sells.<\/p>\n\n\n\n

<\/div>\n\n\n\n

117. Inside Sales<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the process of selling something through phone calls, emails, and video calls.<\/p>\n\n\n\n

<\/div>\n\n\n\n

118. Infrastructure as a Service (IaaS)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a type of cloud computing that offers virtualized computing infrastructures.<\/p>\n\n\n\n

<\/div>\n\n\n\n

119. Inside Sales Rep<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

He\/she is a sales rep who works from the office premises to sell products and services over the phone or via email.<\/p>\n\n\n\n

<\/div>\n\n\n\n

120. IVR (Interactive Voice Recording) System<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is an automated voice interaction system that businesses use to interact with callers.<\/p>\n\n\n\n

<\/div>\n\n\n\n

121. Joe Job<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is spam where the sender uses a fake address to make it look like the spam emails, etc. are being sent from a sender other than the actual source.<\/p>\n\n\n\n

<\/div>\n\n\n\n

122. Key Accounts<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

Also, known as VIP accounts, these are the big, profitable customers who make repeat and significant purchases with a brand.<\/p>\n\n\n\n

<\/div>\n\n\n\n

123. Key Performance Indicators (KPIs)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"Key<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is a metric used by sales managers<\/mark><\/span><\/a> to measure how well the organization and individual sales reps are working to reach their goals.<\/p>\n\n\n\n

<\/div>\n\n\n\n

124. Land and Expand<\/strong><\/h2>\n\n\n\n
<\/div>\n\n\n
\n
\"<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

\u201cLand\u201d means the first sales from a customer and \u201cexpand\u201d means the activity of upselling to make higher profits.<\/p>\n\n\n\n

<\/div>\n\n\n\n

125. Landing Page<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This is the type of web page that is created for the purpose of lead generation.<\/p>\n\n\n\n

<\/div>\n\n\n\n

126. Law of Averages<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It can be defined as the saying that means the more attempts made at a sale, the higher the sales will be.<\/p>\n\n\n\n

<\/div>\n\n\n\n

127. Lead<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

He\/she is anyone who can become a customer.<\/p>\n\n\n\n

<\/div>\n\n\n\n

128. Lead Conversion<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"Lead<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is when a lead converts into a contact, an account, or an opportunity.  <\/p>\n\n\n\n

<\/div>\n\n\n\n

129. Lead Enrichment<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This is when you make sure that your lead data is up-to-date by verifying, correcting, and updating it.<\/p>\n\n\n\n

<\/div>\n\n\n\n

130. Lead Generation<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"Lead<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

This can be explained as all the leads or contacts that you will approach.<\/p>\n\n\n\n

<\/div>\n\n\n\n

131. Lead Management<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"Lead<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It refers to the process of finding<\/mark><\/span><\/a>, qualifying, tracking, and prioritizing potential customers.<\/p>\n\n\n\n

<\/div>\n\n\n\n

132. Lead Nurturing<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"Lead<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It can be defined as those marketing activities that aim at building long-term relationships with prospects.<\/p>\n\n\n\n

<\/div>\n\n\n\n

133. Lead Scoring<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the method of assigning a rank or relative value to leads for better engagement.<\/p>\n\n\n\n

<\/div>\n\n\n\n

134. Lead Qualification<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"Lead<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is the process of finding out if a prospect fits your ICP or not.<\/p>\n\n\n\n

<\/div>\n\n\n\n

135. Lead Routing<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the automatic process of distributing leads between salespeople.<\/p>\n\n\n\n

<\/div>\n\n\n\n

136. LTV (Lifetime Value)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the total revenue that a customer brings in when they are with the company.<\/p>\n\n\n\n

<\/div>\n\n\n\n

137. Low-Hanging Fruit<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This term is given to those leads that need the least level of effort to convince them to buy from a brand.<\/p>\n\n\n\n

<\/div>\n\n\n\n

138. Marketing<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It can be defined as the art of promoting a brand, product, or service.<\/p>\n\n\n\n

<\/div>\n\n\n\n

139. Marketing Automation Platform<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the technology that automatically performs repetitive, manual processes in a business.<\/p>\n\n\n\n

<\/div>\n\n\n\n

140. Marketing Qualified Lead (MQL)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"Marketing<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is the type of lead that sales-ready as per the score given by the marketing team.<\/p>\n\n\n\n

<\/div>\n\n\n\n

141. Margin<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This measure indicates the amount of profit made on selling a product or service.<\/p>\n\n\n\n

<\/div>\n\n\n\n

142. Mark-up<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the value added by the business to increase the selling price of the product to make more profits.<\/p>\n\n\n\n

<\/div>\n\n\n\n

143. Mid-Market<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

These are the companies that cover the middle range of the market as per their revenue and size.<\/p>\n\n\n\n

<\/div>\n\n\n\n

144. Metrics<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a collection of performance indicators and ratios calculated using the company\u2019s historical data and current sales processes.<\/p>\n\n\n\n

<\/div>\n\n\n\n

145. Mirroring<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This is the process of noting and adopting how a prospect is talking to you to build a rapport.<\/p>\n\n\n\n

<\/div>\n\n\n\n

146. Mobile CRM  <\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"Mobile<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is a mobile application that helps businesses keep track of their sales while on the go.<\/p>\n\n\n\n

<\/div>\n\n\n\n

147. MOFU (Middle of the Funnel)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is part of the buying process when a lead is looking for solutions to a problem they are facing.<\/p>\n\n\n\n

<\/div>\n\n\n\n

148. MRR (Monthly Recurring Revenue)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"MRR<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

This is the total income that a business can track every month.<\/p>\n\n\n\n

<\/div>\n\n\n\n

149. MVP (Minimum Viable Product)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a product development technique that helps in creating new products and services with basic features.<\/p>\n\n\n\n

<\/div>\n\n\n\n

150. NAV (Net Asset Value)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"NAV<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is the sales term given to the company\u2019s total assets minus its total liabilities.<\/p>\n\n\n\n

<\/div>\n\n\n\n

151. Needs Assessment<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It can be defined as the process of identifying the issues and pain points of customers<\/mark><\/span><\/a> to know them better.<\/p>\n\n\n\n

<\/div>\n\n\n\n

152. Newsletter<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

These are the informative emails that are sent regularly to provide value to the recipients and improve brand visibility.<\/p>\n\n\n\n

<\/div>\n\n\n\n

153. NPS (Net Promoter Score)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"NPS<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

The score determines the overall satisfaction of a customer depending on the likelihood of them promoting a brand.<\/p>\n\n\n\n

<\/div>\n\n\n\n

154. NSA (Non-Sales Activities)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

These are the activities that are related to sales directly.<\/p>\n\n\n\n

<\/div>\n\n\n\n

155. NRR (Net Revenue Retention)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"NRR<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

This term is given to total revenue minus any revenue churn plus any revenue expansion.<\/p>\n\n\n\n

<\/div>\n\n\n\n

156. Nurture<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This is the simple process of building relationships with buyers at different stages of the sales funnel.<\/p>\n\n\n\n

<\/div>\n\n\n\n

157. Objections<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

These can be any type of phrase expressed by prospects to show that your product or service is not what they are in need of.<\/p>\n\n\n\n

<\/div>\n\n\n\n

158. Objection Handling<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the way a salesperson responds to an objection from a prospect and finds ways to move it forward.<\/p>\n\n\n\n

<\/div>\n\n\n\n

159. Onboarding<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It can be defined as the process of integrating new salespeople into the team.<\/p>\n\n\n\n

<\/div>\n\n\n\n

160. Opportunity<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a lead that has a higher likelihood of accepting what you offer as a product or service.<\/p>\n\n\n\n

<\/div>\n\n\n\n

161. Optimization<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is defined as the process of improving a procedure, product, service, or system to make it more efficient for obtaining better results.<\/p>\n\n\n\n

<\/div>\n\n\n\n

162. Open Accounts<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

These are those customer accounts that need extra effort to be closed.<\/p>\n\n\n\n

<\/div>\n\n\n\n

163. Outbound Sales<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This is the type of sales when the salespeople directly reach out to the prospects and make a conversion.<\/p>\n\n\n\n

<\/div>\n\n\n\n

164. Outbound Leads<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

These are those leads that are first contacted by the salespeople. <\/p>\n\n\n\n

<\/div>\n\n\n\n

165. Pain Point<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"Pain<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

These are the specific problems that prospects face and a brand is capable of solving.<\/p>\n\n\n\n

<\/div>\n\n\n\n

166. Persona<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the basic representation of a potential customer as per the market research and data.<\/p>\n\n\n\n

<\/div>\n\n\n\n

167. Pipeline<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"Pipeline\"<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is a set of stages in the lifecycle of a customer as they move from being a lead to a customer.<\/p>\n\n\n\n

<\/div>\n\n\n\n

168. Prospect<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

He\/she is someone who has shown interest in a product or service and wants to learn more about the seller.<\/p>\n\n\n\n

<\/div>\n\n\n\n

169. Prospecting<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"Prospecting\"<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is the activity of finding potential customers and moving them through the sales funnel.<\/p>\n\n\n\n

<\/div>\n\n\n\n

170. Profit Margin<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"Profit<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is everything that is left after all the costs are accounted for.<\/p>\n\n\n\n

<\/div>\n\n\n\n

171. Platform as a Service (PaaS)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a type of cloud computing model in which the vendor supplies a framework.<\/p>\n\n\n\n

<\/div>\n\n\n\n

172. Personalization<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It can be explained as the process of tailoring content, products, and services to fit the needs of a prospect or a segment of the audience.<\/p>\n\n\n\n

<\/div>\n\n\n\n

173. Point of Contact (POC)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It can be a person or a department whose role is to organize and streamline the flow of information between the company, customers, and partners.<\/p>\n\n\n\n

<\/div>\n\n\n\n

174. Product Qualified Lead (PQL)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"Product<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is that type of lead that is already using the free trial or limited feature model and has first-hand experience with a brand.<\/p>\n\n\n\n

<\/div>\n\n\n\n

175. Positioning Statement<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the first phrase that salespeople use to begin their sales call to establish a solution ground based on the prospect\u2019s pain point.<\/p>\n\n\n\n

<\/div>\n\n\n\n

176. Predictive Analysis<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the type of analysis that helps forecast future steps based on historical data and emerging trends.<\/p>\n\n\n\n

<\/div>\n\n\n\n

177. Procurement<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the act of acquiring enlisted products or services by sharing requests with suppliers and evaluating and finalizing the bidding prices.<\/p>\n\n\n\n

<\/div>\n\n\n\n

178. Profitability<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

These are the monetary benefits that a business makes after deducting all the expenses and costs of making the product or service.<\/p>\n\n\n\n

<\/div>\n\n\n\n

179. Puppy Dog Close<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This is the sales strategy where prospects are given access to a product or service to get them used to it before they become paying customers.<\/p>\n\n\n\n

<\/div>\n\n\n\n

180. PO (Purchase Order)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This document is issued to the buyer to clarify the corresponding product or service cost before they are bought.<\/p>\n\n\n\n

<\/div>\n\n\n\n

181. Pitch<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is an act of selling a product or service to the customers.<\/p>\n\n\n\n

<\/div>\n\n\n\n

182. Qualified Lead<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This is a responsive customer who knows about a product or service and is most likely going to buy it.<\/p>\n\n\n\n

<\/div>\n\n\n\n

183. Qualifying Questions<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"Qualifying<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is a set of questions that assist a prospect in making buying decisions.<\/p>\n\n\n\n

<\/div>\n\n\n\n

184. Quarter<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a 3-month period in the financial calendar that businesses usually use to compare their performance.<\/p>\n\n\n\n

<\/div>\n\n\n\n

185. Quota<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a fixed share of something that a team wants to achieve or contribute to.<\/p>\n\n\n\n

<\/div>\n\n\n\n

186. Referral<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is an act of generating more leads through existing customers.<\/p>\n\n\n\n

<\/div>\n\n\n\n

187. Reply Rate<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"Reply<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is the number of recipients who reply to your emails.<\/p>\n\n\n\n

<\/div>\n\n\n\n

188. Retention Rate<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"Retention<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is defined as the percentage of customers who decide to stay with a brand.<\/p>\n\n\n\n

<\/div>\n\n\n\n

189. Revenue<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

You can call it a business\u2019s income or earnings.<\/p>\n\n\n\n

<\/div>\n\n\n\n

190. RBM (Relationship Business Management)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a business department whose aim is to build long-term relationships with existing customers.<\/p>\n\n\n\n

<\/div>\n\n\n\n

191. RFI (Request for Information)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a type of business document or process that is needed to collect customer information.<\/p>\n\n\n\n

<\/div>\n\n\n\n

192. RFP (Request for Proposal)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the proposal or bid that service providers send to be procured.<\/p>\n\n\n\n

<\/div>\n\n\n\n

193. RFQ (Request for Quotation)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a business document that seeks pricing details of the product or service.<\/p>\n\n\n\n

<\/div>\n\n\n\n

194. RFT (Request for Tender)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It means sending invitations to the vendors in order to receive proposals for buying a product or service.<\/p>\n\n\n\n

<\/div>\n\n\n\n

195. ROI (Return on Investment)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"ROI<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is a percentage metric that indicates the efficiency of a business investment.<\/p>\n\n\n\n

<\/div>\n\n\n\n

196. Rule of Reciprocity<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a sociological rule that encourages people to act or react positively towards other individuals with an expectation of being treated the same way.<\/p>\n\n\n\n

<\/div>\n\n\n\n

197. Retargeting<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

Also known as remarketing, it involves using paid advertisements to attract those people who visited the brand but didn\u2019t buy from them.  <\/p>\n\n\n\n

<\/div>\n\n\n\n

198. SaaS (Software as a Service)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a cloud-based software model where a software product or service is accessed by the consumers as per the subscription.<\/p>\n\n\n\n

<\/div>\n\n\n\n

199. Salesperson<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

He\/she is someone who works with customers to sell a product or service.<\/p>\n\n\n\n

<\/div>\n\n\n\n

200. Sales Acceleration<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the process of using a method or software that helps speed up the sales pipeline and enhance the overall sales team\u2019s productivity.<\/p>\n\n\n\n

<\/div>\n\n\n\n

201. Sales Automation<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the process or activity that uses software to simplify, speed up, and streamline sales components or the entire sales process.<\/p>\n\n\n\n

<\/div>\n\n\n\n

202. Sales Champion<\/strong><\/h2>\n\n\n\n
<\/div>\n\n\n\n

He\/she is that salesperson who is familiar with the ins and outs of what he\/she is selling and is capable of guiding customers into buying the right things.<\/p>\n\n\n\n

<\/div>\n\n\n\n

203. Sales Coaching<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the training program that helps improve the selling capabilities of salespeople.<\/p>\n\n\n\n

<\/div>\n\n\n\n

204. Sales Cycle<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a repeated sales process that includes finding new prospects, scheduling meetings, conducting demo sessions, and onboarding new customers.<\/p>\n\n\n\n

<\/div>\n\n\n\n

205. Sales Dashboard<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a sales tool that collects all the sales data and organizes it into a more understandable format.<\/p>\n\n\n\n

<\/div>\n\n\n\n

206. Sales Enablement<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the process of creating and providing sales teams with the content and tools they need to sell effectively.<\/p>\n\n\n\n

<\/div>\n\n\n\n

207. Sales Funnel<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"Sales<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is a visual representation of the stages of the sales process, from initial outreach to closing a deal.<\/p>\n\n\n\n

<\/div>\n\n\n\n

208. Sales Intelligence<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It allows salespeople to use the latest technologies, applications, data, and integrations to sell smarter.<\/p>\n\n\n\n

<\/div>\n\n\n\n

209. Sales Manager<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

He\/she is someone who motivates and manages salespeople and takes care of the company\u2019s sales process.<\/p>\n\n\n\n

<\/div>\n\n\n\n

210. Sales Methodology<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a set of rules, philosophies, and principles meant to help sales reps with their approach and decision-making process throughout the sales cycle<\/mark><\/span><\/a>.<\/p>\n\n\n\n

<\/div>\n\n\n\n

211. Sales Operations<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

Also known as sales ops, these operations help sales teams close more deals, faster.<\/p>\n\n\n\n

<\/div>\n\n\n\n

212. Sales Pipeline<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It can be defined as the visual representation of the different stages a sales go, mainly- initial contact, lead qualification<\/mark><\/span><\/a>, demo, meeting, proposal, negotiation, and closing.<\/p>\n\n\n\n

<\/div>\n\n\n\n

213. Sales Process<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a framework that is focused on performing certain activities that help improve, enhance, and scale sales growth while making use of market insights, methods, and the latest technology.<\/p>\n\n\n\n

<\/div>\n\n\n\n

214. Sales Productivity<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the measure of a sales unit or individual\u2019s performance, everyday activities, and how efficient they all are in closing deals in a certain amount of time.<\/p>\n\n\n\n

<\/div>\n\n\n\n

215. Sales Prospect<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

He\/she is a potential customer who can make decisions to buy a product or a service as per his\/her needs.<\/p>\n\n\n\n

<\/div>\n\n\n\n

216. Sales Prospecting<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the term given to the process of finding new buyers<\/mark><\/span><\/a> using different engagement methods like emailing, advertising, and cold calling.<\/p>\n\n\n\n

<\/div>\n\n\n\n

217. Sales Related Activities<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

These are all these activities that salespeople do with the aim of closing more deals.<\/p>\n\n\n\n

<\/div>\n\n\n\n

218. Sales Reporting<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This is defined as the representation or documentation of all the sales activities that a company performs.  <\/p>\n\n\n\n

<\/div>\n\n\n\n

219. Sales Sequence<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It can be explained as the set of engagement activities that are done on a frequent basis to attract new prospects and are based on historical sales data.<\/p>\n\n\n\n

<\/div>\n\n\n\n

220. Sales Targets<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

These are the goals that a salesperson or the sales team is required to achieve.<\/p>\n\n\n\n

<\/div>\n\n\n\n

221. Sales Territory<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This is the area, sector, or field that a salesperson focuses on to make a sale.<\/p>\n\n\n\n

<\/div>\n\n\n\n

222. Sales Velocity<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is defined as the time taken by a sales rep or a business to close a deal from the initial contact to the closure.<\/p>\n\n\n\n

<\/div>\n\n\n\n

223. Scraping<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

Also known as data collecting or harvesting, it is the process of extracting large amounts of data from websites.<\/p>\n\n\n\n

<\/div>\n\n\n\n

224. Schedules and Habits<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This term is given to the daily routine of a salesperson that is meant to bring in sales revenue.<\/p>\n\n\n\n

<\/div>\n\n\n\n

225. Segmentation<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is defined as the act of differentiating or classifying large markets<\/mark><\/span><\/a> into small categories based on different factors that are common in them for better engagement.<\/p>\n\n\n\n

<\/div>\n\n\n\n

226. SEO (Search Engine Optimization)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"SEO<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is defined as the practice of optimizing your website and content it ranks high on SERPs and is easily discoverable by your potential prospects.<\/p>\n\n\n\n

<\/div>\n\n\n\n

227. Kindness<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is defined as an action that helps a customer with his\/her needs or solves their problems.<\/p>\n\n\n\n

<\/div>\n\n\n\n

228. Side Selling<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This means the idea of offering additional benefits to a buyer who is already using a competitor\u2019s product or service.<\/p>\n\n\n\n

<\/div>\n\n\n\n

229. Signaling<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It indicates that a prospect is willing to purchase your product or service by expressing interest in your solution in one or the other way.<\/p>\n\n\n\n

<\/div>\n\n\n\n

230. Signup Conversion Rate<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This is the term given to the percentage of prospects who sign up for a service and then become paying customers.<\/p>\n\n\n\n

<\/div>\n\n\n\n

231. Siloed<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This term is used when different teams are working towards a similar goal but without sharing information or any coordination.<\/p>\n\n\n\n

<\/div>\n\n\n\n

232. Smarketing<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This is the alignment of sales and marketing teams that aims at deriving the best value from each individual activity they perform.<\/p>\n\n\n\n

<\/div>\n\n\n\n

233. SME (Subject Matter Expert)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

He\/she is an expert in a particular domain, field, or sector with proven authority.<\/p>\n\n\n\n

<\/div>\n\n\n\n

234. Smile and Dial<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It\u2019s a commonly used phrase in sales that focuses on the need to be positive before dialing a cold call.<\/p>\n\n\n\n

<\/div>\n\n\n\n

235. Social Selling<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"Social<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is the method of selling where a business tries to build trust and authority by sharing content their prospect might be looking for.<\/p>\n\n\n\n

<\/div>\n\n\n\n

236. Software Capitalization<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This is the accounting practice that considers everything related to software development as a fixed asset.<\/p>\n\n\n\n

<\/div>\n\n\n\n

237. Solution<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It can be an idea, practice, process, strategy, or technique that simplifies or solves a business problem and helps it to grow and scale.<\/p>\n\n\n\n

<\/div>\n\n\n\n

238. Solution Selling<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"Solution<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is defined as the B2B sales method where a sales rep offers suitable solutions to the prospect.<\/p>\n\n\n\n

<\/div>\n\n\n\n

239. Spam<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a broad term that can refer to the pushy, unsolicited emails that are sent to even those people who haven\u2019t signed up for them.<\/p>\n\n\n\n

<\/div>\n\n\n\n

240. Spoofing<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is defined as a fraudulent practice used by spammers to trick people into opening and replying to unsolicited emails by pretending that they are known and trusted sources.<\/p>\n\n\n\n

<\/div>\n\n\n\n

241. SQL (Sales Qualified Leads)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"SQL<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is a lead that is forwarded to the AE to explore closing opportunities.<\/p>\n\n\n\n

<\/div>\n\n\n\n

242. Straight Commission<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the commission given to those salespeople who work only on the basis of commissions.<\/p>\n\n\n\n

<\/div>\n\n\n\n

243. Strategic Investment<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a type of investment that venture capitalists, angel investors, and large corporations make in growing startups.<\/p>\n\n\n\n

<\/div>\n\n\n\n

244. Structured Data<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a kind of highly organized data that can be easily analyzed, managed, and derived to make informed decisions.<\/p>\n\n\n\n

<\/div>\n\n\n\n

245. SWOT (Strengths, Weaknesses, Opportunities, and Threats) Analysis<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a type of analysis<\/mark><\/span><\/a> that helps a company identify what\u2019s good and what they should improve about their products and services.  <\/p>\n\n\n\n

<\/div>\n\n\n\n

246. TAM (Total Addressable Market)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"TAM<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is defined as the revenue opportunity available for a product or service.<\/p>\n\n\n\n

<\/div>\n\n\n\n

247. Target<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

These are the potential customers that the company wants to reach out to, nurture, and engage with to sell its products and services.<\/p>\n\n\n\n

<\/div>\n\n\n\n

248. Target Market<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a customer group that a company focuses its marketing on with the aim of converting them into customers.<\/p>\n\n\n\n

<\/div>\n\n\n\n

249. Territory<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a customer group that is classified on the basis of various factors such as designation, geography, demographics, etc.<\/p>\n\n\n\n

<\/div>\n\n\n\n

250. Time Kills Deals<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This is a commonly used phrase that describes that the longer it takes to close a deal, the faster it destroys the chances of closing it.<\/p>\n\n\n\n

<\/div>\n\n\n\n

251. TOFU (Top of the Funnel)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

These are the raw leads who are interested in obtaining more information about various solutions to their problems.<\/p>\n\n\n\n

<\/div>\n\n\n\n

252. Total Available Market<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is referred to as the total potential revenue a business can churn out from the target market.<\/p>\n\n\n\n

<\/div>\n\n\n\n

253. Touches<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the criteria that the marketing team needs to transition a prospect into a qualified lead.<\/p>\n\n\n\n

<\/div>\n\n\n\n

254. Template<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a blank preformatted document that comes with a set of standard features to help people create a similar yet new document quickly and easily.<\/p>\n\n\n\n

<\/div>\n\n\n\n

255. Touchpoints<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"Touchpoints\"<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

These are the different ways in which a prospect interacts with a business.<\/p>\n\n\n\n

<\/div>\n\n\n\n

256. Triggers<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

These are the events that signal that a certain prospect has met a predefined set of criteria and notify that it\u2019s time for the reps to take action.  <\/p>\n\n\n\n

<\/div>\n\n\n\n

257. Turn-Over Rate<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is defined as the time given to a sales agent or a customer before they bring in any value or profit to a business.<\/p>\n\n\n\n

<\/div>\n\n\n\n

258. TVPI (Total Value Paid In)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"TVPI<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is a fund performance measure that helps calculate the ratio of the distributed and undistributed investments against the invested capital value.<\/p>\n\n\n\n

<\/div>\n\n\n\n

259. UI (User Interface)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a set of features of an app or device that allow users to interact with it.<\/p>\n\n\n\n

<\/div>\n\n\n\n

260. USP (Unique Selling Point)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"USP<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is a kind of value proposition that is unique to the product or service and gives an advantage over the competition.<\/p>\n\n\n\n

<\/div>\n\n\n\n

261. UX (User Experience)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"UX<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It means the end-user’s beliefs, emotions, perceptions, and expectations that influence the way they feel about a brand, product, or service.<\/p>\n\n\n\n

<\/div>\n\n\n\n

262. Unicorn<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a startup whose value has been estimate at over $1 billion.<\/p>\n\n\n\n

<\/div>\n\n\n\n

263. Upselling<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"Upselling\"<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It is a selling technique where the seller offers the customer to buy a more expensive item, upgrade, or buy an add-on to generate more revenue.<\/p>\n\n\n\n

<\/div>\n\n\n\n

264. Use Case<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

This can be defined as a description of how a person using a brand\u2019s product or service will accomplish his\/her goal.<\/p>\n\n\n\n

<\/div>\n\n\n\n

265. Value Proposition<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a short statement that gives the potential buyers a glimpse of the brand\u2019s offerings.<\/p>\n\n\n\n

<\/div>\n\n\n\n

266. Value Statement<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a kind of marketing message that sums up all the advantages and reasons why a prospect should buy from a particular brand.  <\/p>\n\n\n\n

<\/div>\n\n\n\n

267. Value Triangle<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a type of marketing strategy that weighs the realistic value of the product before the brand releases it on the basis of its quality, concept, and speed.<\/p>\n\n\n\n

<\/div>\n\n\n\n

268. Warm Call<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a call made to the qualified leads by a sales rep.<\/p>\n\n\n\n

<\/div>\n\n\n\n

269. Warm Email<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is an email sent to the qualified leads by a sales rep.<\/p>\n\n\n\n

<\/div>\n\n\n\n

270. Weighted Sales Pipeline<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It assigns value to each active sales opportunity with the aim of helping sales reps determine how they must prioritize their resources.<\/p>\n\n\n\n

<\/div>\n\n\n\n

271. White Whale<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

Also simply known as a whale, it is a person or an entity that brings in significant revenue to the business.<\/p>\n\n\n\n

<\/div>\n\n\n\n

272. White Hat<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is referred to the activities or behavior that is lawful.<\/p>\n\n\n\n

<\/div>\n\n\n\n

273. White Label<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a lawful product or service that any company can buy or sell and abides by the local governing laws.<\/p>\n\n\n\n

<\/div>\n\n\n\n

274. X-Factor<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

In sales, it is the characteristic of a salesperson that results in a sales closure.<\/p>\n\n\n\n

<\/div>\n\n\n\n

275. Yield<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is the outcome or result of a brand\u2019s sales and marketing activities.<\/p>\n\n\n\n

<\/div>\n\n\n\n

276. YoY (Year-on-Year)<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n
\n
\"YoY<\/figure><\/div>\n\n\n
<\/div>\n\n\n\n

It describes the current year\u2019s growth rate difference compared to the previous year.<\/p>\n\n\n\n

<\/div>\n\n\n\n

277. Zen Selling Model<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a type of sales model inspired by the Eastern philosophy called Zen, an ancient school of Mahayana Buddhism.<\/p>\n\n\n\n

<\/div>\n\n\n\n

278. Zeroed Out<\/strong><\/h3>\n\n\n\n
<\/div>\n\n\n\n

It is a type of sales commission model that means that a sales rep has earned enough commission that zeroes their total draw balance.<\/p>\n\n\n\n

<\/div>\n\n\n\n

Do you think that we missed a sales term in the above sales glossary? Let us know in the comments below.<\/p>\n","protected":false},"excerpt":{"rendered":"

Let’s agree that we’ve all, at least once, found ourselves in a sales meeting where several acronyms were being thrown around, leaving us to wonder what they could mean. It happens! Sometimes, sales jargon can get too much. Buzzwords can differ from company to company and from situation to situation. Without a doubt, the modern-day … <\/p>\n

Continue reading “A-Z Sales Glossary for New Age Sales Managers”<\/span><\/a><\/p>\n","protected":false},"author":23,"featured_media":19599,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"ub_ctt_via":"","footnotes":""},"categories":[238,499],"tags":[210,507,508],"acf":[],"featured_image_src":"https:\/\/kylas.io\/en\/wp-content\/uploads\/2023\/12\/A-Z-Sales-Glossary-for-New-Age-Sales-Managers.jpg","author_info":{"display_name":"Shagun Sharma","author_link":"https:\/\/kylas.io\/en\/author\/shagun"},"yoast_head":"\nDecoding A-Z Sales Glossary for Modern Managers<\/title>\n<meta name=\"description\" content=\"Arming yourself with the latest sales glossary is crucial to help communicate better with salespeople around you. 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In her leisure time, Shagun enjoys hiking, gardening, and immersing herself in music."}]}},"_links":{"self":[{"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/posts\/19595"}],"collection":[{"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/users\/23"}],"replies":[{"embeddable":true,"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/comments?post=19595"}],"version-history":[{"count":1,"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/posts\/19595\/revisions"}],"predecessor-version":[{"id":21384,"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/posts\/19595\/revisions\/21384"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/media\/19599"}],"wp:attachment":[{"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/media?parent=19595"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/categories?post=19595"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/tags?post=19595"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}