This glossary is for all the people interested in marketing who would like to know more about the marketing vocabulary. This glossary contains 15 words found on this website : https://blog.hubspot.com/marketing/sales-terms-glossary
Adoption process
noun
The stages a potential buyer goes through, from learning about a new product or service to either becoming a loyal customer or rejecting it. The potential buyer may or may not end up purchasing/adopting that product or service.
en: procédure d'adoption
Benefit
noun
The value of a product or service that a consumer of that product or service experiences. Benefits are distinct from features, and sales reps should sell based on benefits that are supported by features.
en: Bénéfices
Decision-Maker
noun
someone who is known or primarily responsible for making decisions
en: décideur/décideuse
Discovery Call
The first call a sales rep makes to a prospect, with the goal of asking them questions and qualifying them for the next step.
en: Appel de découverte
Gatekeeper
noun
A person who, or role that, enables or prevents information from getting to another person(s) in a company. For example, a receptionist or personal assistant.
en: Gardien
Margin
noun
The difference between a product or service's selling price and the cost of production.
en: Marge
MRR
Monthly Recurring Revenue. For recurring revenue companies, MRR provides a month-to-month look at how recurring revenue or subscription business is growing. Includes MRR gained by new accounts (net new), MRR gained from up-sells (net positive), MRR lost from down-sells (net negative), and MRR lost from cancellations (net loss). MRR may not be ideal for longer term subscription models since there will be natural fluctuation over shorter time periods, but it can be a better metric for recurring revenue companies that aren't ideal for long-term subscriptions. It's also great for short-term planning.
Objection
A prospect's challenge to or rejection of a product or service's benefits, and a natural part of the sales process. Common objections often have to do with budget, authority, need, and timing (see BANT). How sales reps handle objections plays a big role in determining whether a prospect will buy.
en: Objection
performance plan
noun
a strategic process that ensures that an organization's goals are met by its employees.
en: plan de performance
Pipeline
The step-by-step process sales reps go through to convert a prospect into a customer. The sales pipeline is often divided into stages for each step in the sales process, and the sales rep is responsible for moving opportunities through the stages. It can also refer to a visual representation of the sales process, where every open opportunity is arranged based on the sales stage they're in.
Prospecting
verb
Prospecting is the first step in the sales process, which consists of identifying potential customers, aka prospects.
en: Prospection
Quota
noun
The performance expectation that sellers must achieve during a set time period to earn their target incentive pay. Quotas are also called goals or targets and can increase seller motivation when opportunity varies by territory.
en: Quota
Social Selling
he process of developing relationships as part of the sales process. When sales reps use social media to interact directly with their prospects. They provide value by answering prospects' questions and offering thoughtful content until the prospect is ready to buy.
en: vente sociale
Stage
noun
Parts of the sales pipeline representing each step in the sales process. It's the sales rep's responsibility for moving opportunities from stage to stage. Different companies define their sales stages differently, but each one has behind it a set of requirements that need to be completed in order for an opportunity to move from one stage to the next.
Value proposition
"Value prop" for short. A benefit of a product or company intended to make it more attractive to potential buyers and differentiates it from competitors.