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SaaS sales terminology glossary

I'm working on a SaaS sales terminology glossary for new hires/non-salespeople at my company.


Here's what I have so far (I'll be adding definitions of course)... what else should I include?


Also, poll included, would you find this valuable if you were new to sales?


SaaSΒ 

B2B

B2C

B2BC

Sales

ARR

MRR

ACV

TCV

Quota

Commission

Bonus

Accelerators

Round robin

Territory

CAC

LTV

Discovery call

Demo


Edited to add:

SDR

BDR

MDR

AE

ISR

AM

D2C

B2G

TOFU

BOFU

CTA

CTR

Would you find a glossary of sales terms helpful if you were new to sales?
Attached poll
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14
Da
DaveFromCollege
Notorious Answer
+7
Account Executive
I was so lucky that with my first internship, I was handed a binder full of industry and business terms/acronyms. 5 years down and I'm still using it here and there.
salesnerd
WR Officer
+16
Head of Growth
Oh dang, that's amazing. When I worked for a F500 company, it seemed like every other day I was like "wait what does that acronym mean?!"
Trinity
WR Officer
+7
BusDev
Same here, with >300 acronyms on file (just crazy)
Show 1 more replies
fuzzy
Notable Contributor
+21
CMO (Chief Meme Officer)
POST. IT.
Da
DaveFromCollege
Notorious Answer
+7
Account Executive
Most of it is Healthcare! Also the PDF is maybe proprietary. So not sure if I can :(
Gonna err on the side of caution, sorry
DaveyDimes
Acclaimed Answer
+2
Account Executive
Would be much more helpful to provide a list of common terms related to the product or industry. i.e CSV, API, OCR, stuff like that.Β  That will help a new rep/SDR learn the language. At least then they can pretend to know what they are talking about when engaging prospects.
Nard_Dawg
Good Citizen
Specialty Sales Manager
This is where I think newcomers would find the most value.Β  Some of the organizational terms are cross industry and can be found everywhere, but overly technical terms can be a nightmare.Β  A glossary of what the acronym is plus a sentence in layman's terms would minimize worthlessness
DaveyDimes
Acclaimed Answer
+2
Account Executive
100%
fuzzy
Notable Contributor
+21
CMO (Chief Meme Officer)
shheeeittttt PLEASE. I'm still learning acronyms.Β 
Trinity
WR Officer
+7
BusDev
D2C, B2G, TOFU/BOFU, CTA
My team subscribes to learntechterms.com
salesnerd
WR Officer
+16
Head of Growth
This is cool! Subscribed.Β 
SalesGal
Politicker
+6
Account Manager / FSR
If possible, it would be cool to have the meaning of different sales titles. For example : SDR, BDR, AE, ISR, etc.Β 
fuzzy
Notable Contributor
+21
CMO (Chief Meme Officer)
Sandwich Delivery Robot, Bread Dough Rake, Actually Eggs, Icky Sandwich Roll
salesnerd
WR Officer
+16
Head of Growth
Well yeah, duh.
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salesnerd
WR Officer
+16
Head of Growth
Good call! I'll add that now, thanks.
CadenceCombat
Tycoon
+13
Account Executive
Here's a good basic reference:Β  https://www.yesware.com/blog/b2b-sales/
Salespreuner
Big Shot
+11
Regional Sales Director
It will come handy for sure. Thanks for bringing it up!
Incognito
WR Officer
+11
Master of Disaster
Omg, @funcouponsΒ , @ATLSalesQueenΒ  - we need to do one for insurance πŸ˜‚πŸ˜‚πŸ˜‚

how many pages do you think it will take?
funcoupons
WR Officer
+11
Kahluapons
Oh lord, multiple...I'm still learning new acronyms on a weekly basis.
ATLSalesQueen
Contributor
+2
Sales Consultant
@IncognitoΒ @funcouponsΒ LOL we’ll need a whole freaking textbook with how many acronyms we use in our world
wHaTyAgOtCoOkInG
Catalyst
+4
Account Executive
Is CAC the same as CAQ? Will there be a synonyms section?
salesnerd
WR Officer
+16
Head of Growth
CAC = Customer Acquisition Cost
What does CAQ mean here?
wHaTyAgOtCoOkInG
Catalyst
+4
Account Executive
ok its the same thing
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SalesPharaoh
Politicker
+8
AM BDR
100% i recall making a whole post asking for the meaning behind acronyms...
CadenceCombat
Tycoon
+13
Account Executive
A lot of this is really just a quick google search away.
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
To the points other people have made, we as a collective could break this down by industry (retail/ecommerce would be pages on its own) and do universal terms v industry specific terms.

I also saw TOFU and BOFU as acronyms for the first time literally this year. So yeah, love that you did this.
Venkat
SDR
FOMOΒ 
Derpfrickinvalu
Arsonist
+8
Account Executive
Add pipeline to the list maybe?
Beans
Politicker
+5
Account Executive
Absolutely, we do this as well with a company specific list for our software as well as industry targets.
FeedTheKids
Politicker
+3
Solutions Consultant
This would have been useful a few years ago when I was just getting started.Β 

Not sure the experienced sales crowd in WR need this, but nice resource to have for new reps/SDRs to reference...
6
Anyone NOT in SaaS sales?
Discussion
7
SaaS?
+44
DBook , Β  swizard , Β  SalesPharaoh Β  and 44 people voted
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