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The B2B GTM Glossary

Working definitions for the terms that actually come up in founder conversations about revenue. No fluff, no marketing-speak, no recycled Wikipedia entries.

ABCINOPQRSTW

A

9 terms
Sales/Marketing

A/B Testing

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Marketing

ABM (Account-Based Marketing)

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Sales

Account Executive (AE)

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Marketing

Account-Based Marketing (ABM)

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Sales Automation

AI SDR

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SaaS Metrics

Annual Contract Value (ACV)

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SaaS Metrics

Annual Recurring Revenue (ARR)

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Outbound Sales

Appointment Setting

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SaaS Metrics

Average Revenue Per Account (ARPA)

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B

7 terms
General

B2B (Business-to-Business)

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General

B2C (Business-to-Consumer)

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Sales Qualification

BANT

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Sales Enablement

Battlecard

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Sales

BDR (Business Development Rep)

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Marketing

Bottom of Funnel (BOFU)

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Marketing/GTM

Buyer Persona

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C

9 terms
SaaS Metrics

CAC (Customer Acquisition Cost)

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SaaS Metrics

CAC Payback Period

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Marketing

CBM (Contact-Based Marketing)

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Customer Success

CES (Customer Effort Score)

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SaaS Metrics

Churn Rate

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SaaS Metrics

CLV / LTV (Customer Lifetime Value)

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Outbound Sales

Cold Email

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Outbound Sales

Cold Outreach

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Customer Success

CSAT (Customer Satisfaction Score)

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I

2 terms
GTM/Marketing

ICP (Ideal Customer Profile)

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GTM/Sales

Intent Data

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N

2 terms
Customer Success

Net Promoter Score (NPS)

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SaaS Metrics

Net Revenue Retention (NRR)

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O

1 term
Sales

Outbound Sales

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P

1 term
Strategy

PMF (Product-Market Fit)

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Q

1 term
Sales

Quota

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R

2 terms
Cold Email

Reply Rate

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Operations

RevOps (Revenue Operations)

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S

4 terms
Market Sizing

SAM (Serviceable Addressable Market)

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Sales

SDR (Sales Development Rep)

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Outbound Sales

Sequence

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Market Sizing

SOM (Serviceable Obtainable Market)

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T

1 term
Market Sizing

TAM (Total Addressable Market)

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W

1 term
Sales Metrics

Win Rate

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