AO Systems Glossary

A strategy focused on targeting specific high-value accounts with personalized campaigns.

A salesperson responsible for closing deals and managing customer relationships.

The average annualized revenue from each customer contract.

A lead qualification framework: Budget, Authority, Need, Timing.

Business Development Representative – focuses on outbound prospecting and lead qualification.

A detailed profile of an ideal customer, including demographics, needs, and behavior.

The percentage of customers who stop doing business over a given period.

A deal status indicating a successfully completed sale.

A deal status indicating a lost opportunity or failed sale.

The percentage of leads or prospects that take a desired action.

Selling additional products or services to an existing customer.

The total cost of acquiring a new customer.

The projected revenue a customer will generate over their lifetime.

Customer Relationship Management software for tracking interactions and managing sales pipelines.

A demonstration of the product or service, often used in later sales stages.

An initial call to assess a prospect’s needs and determine fit.

Predicting future sales performance based on historical data and pipeline.

The sales funnel or pipeline that visualizes each stage of the buyer journey.

A person who controls access to the decision-maker.

Ideal Customer Profile – a description of the most suitable type of customer.

Sales performed remotely, typically via phone or email.

A potential customer who has shown interest in a product or service.

A method to rank leads based on likelihood to convert.

A recorded explanation for why a deal was lost.

Marketing Qualified Lead – a lead deemed more likely to become a customer based on marketing criteria.

Sales Qualified Lead – a lead validated by the sales team as ready for outreach.

Net Promoter Score – a measure of customer satisfaction and loyalty.

Techniques used to respond to customer concerns or hesitations.

The process of introducing and training a new customer or employee.

The percentage of recipients who open an email.

A qualified lead that has potential to become a sale.

Sales initiated by the seller, often involving cold outreach.

A visual representation of all sales opportunities in progress.

A lead that has been contacted and qualified.

A sales target or goal set for a specific period.

An extension of a subscription or contract.

The ability to keep existing customers over time.

Tactics and tools that help speed up the sales process.

The length of time it takes to close a sale.

Tools, content, and training provided to help reps sell more effectively.

The progression of a prospect through different stages of the sales process.

An annual event to align and motivate the sales team.

A systematic approach to selling (e.g., MEDDIC, SPIN, Challenger).

A guide containing best practices, processes, and messaging for sales reps.

A deal that meets criteria for active sales pursuit.

The technology tools used to support the sales process.

Software as a Service – a cloud-based delivery model for software.

A sales method based on Situation, Problem, Implication, Need-Payoff.

An individual involved in or affected by the buying decision.

A defined geographical or industry area assigned to a rep.

The early stages of the sales funnel, focused on awareness.

Encouraging customers to purchase a higher-tier product or service.

A specific situation in which a product or service can be applied.

A clear statement explaining the benefit of your product to the customer.

The percentage of deals closed out of total opportunities.

Sales processes that require no human interaction from sales reps.