Glossaire Commercial
Maîtrisez le jargon des tops performers. Définitions précises, synonymes tactiques et concepts clés.
A/B Testing
ARR (Annual Recurring Revenue)
Account Based Selling (ABS)
Account Executive (AE)
Account-Based Marketing (ABM)
B2B (Business to Business)
B2C (Business to Consumer)
BANT
Business Development Representative (BDR)
Buyer Persona
CAC (Coût d'Acquisition Client)
CRM (Customer Relationship Management)
Call to Action (CTA)
Challenger Sale
Champion
Chasseur (Hunter)
Churn
Closing
Cold Calling
Cold Emailing
Commission
Conversion Rate (Taux de conversion)
Copywriting
Cross-selling
Customer Journey
Customer Success Manager (CSM)
Décideur
Découverte commerciale
Démonstration (Démo)
Follow-up
Forecast
Forecasting
Funnel de Vente
Gatekeeper
Gestion de la Documentation
Ghosting
Growth Hacking
Ideal Customer Profile (ICP)
Inbound Sales
Incentive
KPI (Key Performance Indicator)
Key Account Manager (KAM)
Key Performance Indicator (KPI)
LTV (Lifetime Value)
Lead
Lead Nurturing
Lead Scoring
MEDDIC
MQL (Marketing Qualified Lead)
MRR (Monthly Recurring Revenue)
Marge commerciale
Net Promoter Score (NPS)
Networking
No-show
Négociation
OTE (On-Target Earnings)
Objection
Objection Handling
Outbound Sales
Pipeline (Pipe de vente)
Pipeline Velocity
Pitch Commercial
Pitch Deck
Playbook de vente
Prescripteur
Pricing
Proof of Concept (POC)
Proposition de valeur
Prospect
Prospecter
ROI (Retour sur investissement)
Remise (Discount)
SLA (Service Level Agreement)
SPIN Selling
SQL (Sales Qualified Lead)
Sales Collateral
Sales Cycle (Cycle de vente)
Sales Development Representative (SDR)
Sales Enablement
Sales Engineer (Solution Engineer)
Sales Kick-off (SKO)
Script de vente
Smarketing
Social Selling
Soft Skills
Solution Selling
Storytelling