Marketing sales terms
Marketing sales terms
20 terms
To be better to use those marketing words in english interviews or conversations
- ARR
- Annual Recurring Revenue. For recurring revenue companies, ARR provides a high-level look at how recurring revenue or subscription business is growing over time.
- fr: Revenu récurrent annuel
- Bad Leads
- Leads that are unlikely to become paying customers -- and a sales rep's worst nightmare, because they are a waste of time.
- fr: Mauvais prospects
- Bottom of the Funnel (BOFU)
- A stage of the buying process leads reach when they're just about to close into new customers.
- fr: Bas de l'entennoir de conversation
- Buyer Behavior
- The ways a consumer identifies, considers, and chooses products and services.
- fr: Comportement d'achat
- Buyer Persona
- A semi-fictional representation of your ideal customer based on market research and real data about your existing customers.
- fr: Profil type de l'acheteur
- Buying Criteria
- All the information a consumer needs to make a buying decision. It can be written or unwritten, and often answers questions like, "what is it?; "why should I buy it?"; "what is the price?"; "why do I need it?" and so on.
- fr: Critere d'achat
- Cold Calling
- Making unsolicited calls in an attempt to sell products or services. It's also a very inefficient way to find potential customers.
- fr: Prospection téléphonique a froid
- Consumer
- A person who uses a product or service.
- Example: if I buy my brother a pair of basketball shoes, then my brother is the consumer of those shoes, not me.
- Conversion Rate
- The percentage of people who completed a desired action on a single web page, such as filling out a form.
- fr: taux de conversation
- Cross-Selling
- When a sales rep has more than one type of product to offer consumers that could be beneficial, and s/he successfully sells a consumer more than one item either at the time of purchase or later on.
- Example: An example is when Apple sells you an iPhone and then successfully sells you an Apple iPhone case or a pair of Apple headphones.
- Data Entry/Processing
- The process of obtaining, recording, and maintaining information you can retrieve and use later.
- Decision-Maker
- The person who, or role that, makes the final decision of a sale. They are often "guarded" by a gatekeeper.
- 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.
- fr: appel de découverte
- Feature
- A function of a product that can solve for a potential buyer's need or pain point; usually a distinguishing characteristic that helps boost appeal.
- fr: fonctionalité
- Flywheel
- The flywheel is a new way of conceptualizing the sales process, replacing the funnel where customers are thought of as an output.
- Forecasting
- Estimating future sales performance for a forecast period based on historical data.
- Lifetime Value (LTV)
- A prediction of the net profit attributed to the entire future relationship with a customer.
- Example: For example, if a customer pays you $100,000 per year where your gross margin on the revenue is 70%, and that customer type is predicted to cancel at 16% per year, then the customer's LTV is $437,500.
- LTV:CAC
- The ratio of lifetime value to customer acquisition cost. Once you have the LTV and the CAC, compute the ratio of the two.
- Margin
- The difference between a product or service's selling price and the cost of production.
- Mark-Up
- The amount added to the cost price of goods to cover overhead and profit.