B2B Sales Glossary
The definitive dictionary for enterprise sales professionals. Master the terminology of account planning, revenue operations, and complex deal execution.
Account-Based Selling (ABS)
A highly targeted B2B sales strategy where an entire company (sales, marketing, and customer success) coordinates to target and close high-value accounts, treating each account as a "market of one."
Champion
An internal stakeholder at the target account who actively advocates for your solution. A true champion has power, influence, and a vested interest in your success because it aligns with their own personal or professional goals.
Economic Buyer
The individual within a target account who has the ultimate authority to approve the budget and sign off on the purchase. They are focused on the overall return on investment (ROI) and strategic impact of the solution.
Ideal Customer Profile (ICP)
A detailed description of the perfect company that would benefit most from your product or service. It includes firmographic data (size, industry, revenue), technographic data (current software stack), and behavioral characteristics.
MEDDPICC
A complex B2B sales qualification methodology. It stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, and Competition. It is used to rigorously assess the health and viability of a deal.
Stakeholder Mapping
The visual or strategic documentation of all individuals involved in a purchasing decision (the buying committee). It identifies their roles (e.g., Economic Buyer, Champion, Blocker), their level of influence, and their disposition toward your solution.
White Space Analysis
The process of identifying unmet needs or untapped opportunities within an existing customer account. It involves mapping out what products or services the customer currently uses versus what they could potentially use, often to find cross-sell or up-sell opportunities.
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