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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.

AB

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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