Sales MMachine Glossary

Sales MMachine Glossary

Participants in our Sales MMachine MMasterclass thought it would be helpful to have a glossary of terms that we might use when describing various common sales concepts. So here it is. This is a living document. Feel free to suggest additions.

CRM

  • Client Relationship Management: a system, typically online, to allow tracking of leads, contacts, accounts, opportunities (i.e. Salesforce.com, MS Dynamics, Sugar CRM)

GTM

  • Go to market: A company's approach to sales and marketing with a product or service

Marketing Automation

  • A system that allows for automated emails, journeys, or responses (i.e. MailChimp, Pardot, Constant Contact)

SFA

  • Sales Force Automation: systems that allow for automation of typical sales activities

OTE

  • On Target Earnings — what a sales person earns for the year when she attains 100% of her goal

SDR

  • Sales Development Rep — somebody who finds new prospects, and typically hands those prospects over to another sales person who brings the prospects through the rest of the sales process

MDR

  • Marketing Development Rep — somebody who handles in-bound leads, typically handing them over to a sales person to complete the sale

Hunters

  • New Business Reps — they look for new customers

Farmers

  • Existing Business / Account Management — they look for new deals and revenue from existing customers

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