Sales Engagement

Glossary

A/B Testing

—A/B testing (also known as split testing or multivariable testing) is a method of comparing two or more variants against each other to determine which one performs better. A/B testing is essentially an experiment where two variants of a page are shown to users at random, and statistical analysis is used to determine which variation performs better for a given conversion goal.

Account Executive (AE)

—Account Executives are the sales reps that are charged with moving the leads passed over from Sales Development Reps and closing the deals. They have a set revenue number they must hit each month in closed business, commonly known as “hitting quota.”

Business to Business (B2B)

—Business to business refers to commerce between two businesses rather than to commerce between a business and an individual consumer.

Customer Relationship Manager (CRM)

—A Customer Relationship Manager is a system of record where reps manually log sales activities for management visibility.

CxO

— CxO is a short way to refer, collectively, to corporate executives at what is sometimes called the C-level, whose job titles typically start with “Chief” and end with “Officer.” CxO titles include Chief Executive Officer (CEO), Chief Marketing Officer (CMO), Chief Information Officer (CIO), etc.

Data

—A collection of empirically correct statistics and analysis for reference on a given topic.

Decision Maker (DM)

—The decision maker in a sales funnel is the person who has buying authority and ...