Sales Glossary

What is a Partner Enablement Manager (PEM)? Role & Responsibilities

Partnerships are no longer a side project—they are a core engine for growth. Companies in competitive sectors like SaaS and

What is a Mid-Market Account Executive (MMAE): Jobs, Salary & Role Definition

Mid-Market AE Framework + Kixie: Land 30–70% larger annual contracts in 4- to 9-month cycles. Proof Point: Teams using Kixie’s

Growth Manager (GM): Job Description, Salary & Career Path

A Growth Manager is the data‑driven architect of scalable revenue. For a VP of Growth, hiring a GM turns cross‑functional chaos into

What is a Sales Enablement Manager (SEM)?

What Does a Sales Enablement Manager Do? (And Why Your Team Needs One) Sales teams today face more competition than

What is a Product Qualified Lead (PQL)?

In the traditional sales and marketing funnel, leads were primarily qualified based on demographic or company-related data. However, the evolution

What is Monthly Recurring Revenue (MRR)?

1. What is Monthly Recurring Revenue (MRR)? Monthly Recurring Revenue (MRR) is the predictable revenue a business can expect to

What is the BANT Framework in Sales?

In the world of sales, understanding and qualifying prospects efficiently is crucial. One effective method is the BANT framework, which

What is Customer Acquisition Cost (CAC)? Definition and Formula

For businesses, acquiring new customers is a crucial aspect of growth and profitability. However, it can be an expensive endeavor,

What is CRM-Based Inbound Call Routing? Definition and Use Cases

In today’s business landscape, customer service is one of the most critical components of B2B sales. Companies must provide top-notch

What is Annual Contract Value (ACV) and How Do I Calculate It?

As the software-as-a-service (SaaS) industry continues to grow, businesses are constantly looking for ways to measure and optimize their subscription-based

What Is Sales Velocity and How Do I Calculate It?

Sales velocity is a crucial metric for businesses looking to understand the efficiency and effectiveness of their sales process. By

What Is Customer Lifetime Value (CLV) And How Do I Calculate It?

Table of Contents Definition and Importance of Customer Lifetime Value Customer Lifetime Value: Calculation Methods Customer Lifetime Value: Industry Benchmarks

What Is Customer Effort Score (CES)? Definition And Calculation

In today’s competitive business landscape, customer loyalty hinges not just on the quality of products or services but significantly on

What Is Annual Recurring Revenue (ARR)? Definition And Examples

Table of Contents What is ARR and Why It Matters Industry Benchmarks for ARR ARR Trends in the SaaS Industry

Is Your MQL To SQL Conversion Rate Competitive?

In the fast-paced world of sales and marketing, the ability to effectively generate and qualify leads is essential for achieving

How To Calculate Gross, Operating, And Profit Margin For Business Success

When considering how to measure the financial stability of your company, many metrics are available. It can be difficult and

Chief Commercial Officer (CCO)

What is a Chief Commercial Officer (CCO)? CCO Job Description CCO Salary CCO Career Outlook CCO Jobs If you’ve ever

ACD Contact Centers: Automatic Call Distribution Definition and Examples

TL;DR Automatic Call Distribution (ACD) routes every inbound voice, chat, or SMS interaction to the best-qualified agent by reading

MQL Vs. SQL: What’s The Difference And How To Approach Each Lead

Sales Qualified Leads vs. Marketing Qualified Leads Your prospects must complete a long journey before becoming one of your paying

What is Revenue Operations? A Beginner’s Guide to Unlocking Business Growth

Revenue operations is a term that you may be hearing more and more in the business world. But what is

What is Product Adoption Rate? How to Calculate This Sales KPI

Product adoption rate refers to the speed or percentage at which customers or users adopt and start using a new

Outside Sales Representative (OSR)

What is an Outside Sales Representative (OSR)? OSR Job Description OSR Salary OSR Career Outlook OSR Jobs If you’ve ever

Outbound Customer Service Representative (OCSR)

What is an Outbound Customer Service Representative (OCSR)? OCSR Job Description OCSR Salary OCSR Career Outlook OCSR Jobs If you’ve

Inside Sales Representative (ISR)

What is an Inside Sales Representative (ISR)? ISR Job Description ISR Salary ISR Career Outlook ISR Jobs If you’ve ever

Inbound Sales Representative (ISR)

What is an Inbound Sales Representative (ISR)? Job Description Salary Career Outlook ISR Jobs If you’ve ever found yourself wondering…