Sales glossary.

Annual contract value — the yearly value of a subscription; the number quota is usually set against.

Annual recurring revenue.

Assigning revenue to the touches that produced it; only trustworthy when email, reply, deal and invoice live in one database.

A send rejected permanently (hard) or temporarily (soft). Keep hard bounces under 2%.

The last step of a sequence, giving the reader an easy no.

Bring your own key — running AI on your own provider account at provider rates.

Customer acquisition cost.

A sequence of touches across channels with set gaps.

US law for commercial email: truthful headers, address, opt-out.

A domain that accepts mail to any address, making verification uncertain.

The revenue a rep promises this period; compare with weighted pipeline.

Spam-button clicks per delivered email; Google’s hard line is 0.3%.

All outbound cost divided by qualified opportunities; the number that compares channels honestly.

Engagement × fit × momentum; the earliest stall signal.

A partner claiming an opportunity for protection against channel conflict.

The share of sends that reach an inbox rather than spam.

A cryptographic signature proving a message was sent by the domain.

The policy telling receivers what to do when SPF/DKIM fail: none, quarantine, reject.

India’s Digital Personal Data Protection Act, 2023.

The written condition for leaving a pipeline stage.

The earliest recorded interaction on a deal; attribution model that credits it.

Forecast vs actual, per quarter, per rep.

EU data-protection regulation; legitimate interest is the usual B2B basis.

AI that proposes while people approve, with an audit log.

See deal health.

Ideal customer profile; best built from your last ten paid customers.

Where a send lands: inbox, promotions, spam.

The final interaction before conversion; attribution model that credits it.

Ranking contacts by likelihood to convert; should be explainable.

A GDPR lawful basis requiring a balancing assessment.

Legitimate-interest assessment; keep one on file.

Lifetime value of a customer.

Spreading sends across several mailboxes to stay under per-mailbox caps.

Market development funds provided to partners.

Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identify pain, Champion, Competition.

Splitting credit across several touches.

The mandatory field that makes a deal a deal.

On-target earnings: base plus commission at 100% quota.

RFC 8058 header letting recipients opt out in one click; required by Google and Yahoo bulk-sender rules.

Share of sends opened; inflated by privacy proxies and no longer reliable.

A recipient’s request to stop; must be honoured everywhere.

UK regulations governing electronic marketing.

Pipeline value divided by quota; 3× is a common target.

Sending to seed inboxes to measure where mail lands.

Likelihood a deal at a stage closes; learn it from history.

The revenue target for a rep or team.

The period a new rep needs to reach full productivity.

A reply pointing to another person; should create a contact and restart the sequence to them.

Replies divided by delivered sends; the honest funnel top.

Classifying replies (interested, not now, referral, OOO, unsubscribe) and acting on them.

Revenue operations: the function owning process, data and tooling across sales, marketing and success.

Reverse DNS; the sending IP should resolve to the sending host.

Software that sequences touches across channels.

Sales / business development representative: prospecting roles.

Ordered steps of outreach that stop on reply.

Hours during which sends are allowed, in the recipient’s time zone.

How receivers rate a domain and IP, built from engagement and complaints.

A DNS record listing servers allowed to send for a domain.

Randomised synonyms in email bodies; now a spam signal.

A deal moving slower than similar deals that closed.

Addresses and domains never to be contacted.

Weighted attribution favouring recent touches.

An observable event suggesting the problem is live now.

See opt-out.

Checking an address exists before sending.

Gradually building a mailbox’s reputation over ~4 weeks.

Sum of deal values × stage probability.

Partner-branded delivery of a product.

Won deals divided by closed deals.

A tenant in Quotarider with its own mailboxes, pipeline and data.