As my first creator's post, I will start with talking about my background where recently I joined a tech firm who are into the automation of devices through IoT. I was fortunate enough to get an opportunity to showcase my skills in the tech industry as a BDM for the company. Initially, I was sceptical and nervous as I don't come from a technical background, and I had to start from scratch in this new interest that I had found and I wanted to give my 100 per cent to make sure I do not fall behind and to prove to myself that I can do this.

So, as a newly joined technical sales representative in the startup SaaS (Software as a Service) bubble, I made this list of Tech powered sales acronyms to understand the terms better and to share the same with all the new joiners in the Tech powered sales. I hope this list helps.

Acronyms and Defined Terms:

1.   ABM: Account-based marketing

2.   ABS: Account-based selling

3.   ACV: Annual (or Average) contract value

4.   AE: Account executive

5.   AI: Artificial intelligence—machines that learn and self-improve

6.   AM: Account manager. Sometimes known as CSM

7.   API: Application program interface (often incorporates web services and other forms of software systems integration)

8.   ASD: Automated sales development

9.   BDM: Business development manager

10. BPM: Business process management

11. Buyer Persona: Archetype of buyer roles (technical buyer, financial buyer, etc.)

12. CAC: Client/customer acquisition cost

13. Cadence: The rhythm or frequency in which you drive outreach. Some SEP companies use the term interchangeably with sequence

14. CDO: Chief digital officer

15. CMO: Chief marketing officer

16. Conversational or Revenue Intelligence: These are systems that record and transcribe all the rep calls to analyze the listen-to-talk ratio, question frequency (open or closed Qs), objections, sentiment, and so on.

17. CPL: Cost per lead

18. CPO: Chief procurement officer

19. CRM: Customer relationship management. System of record for all customer information and interactions. Salesforce, Microsoft Dynamics, and Hubspot are leaders

20. CRO: Chief revenue officer

21. CSM: Customer success manager

22. CSO: Chief sales officer

23. CTA: Call to action

24. CTO: Chief technology officer

25. CX: Customer experience

26. DAVE/S: Digital Adaptive Virtual Entity for Sales

27. DB: Database

28. DNC: Do not call (take me off your mailing list and database)

29. EX: Employee experience

30. Firmographics: Information about an organization’s industry vertical, geographic locations, number of employees, clients, and so on

31. ICP: Ideal customer profile

32. IP: Internet protocol or intellectual property

33. IPP: Ideal prospect profile

34. ISR: Inside sales rep. Often with an inbound response focus

35. ML: Machine learning—often with human assistance and guidance

36. MQL: Marketing qualified lead

37. Navigator or Nav: LinkedIn Sales Navigator a platform for B2B business intelligence

38. NPS: Net promoter score (a way of quantifying customer satisfaction from an interaction)

39. Psychographics: Information about consumer or corporate emotions and values

40. SA: Solution architect. Pre-sales person designing and documenting “solutions.”

41. Saas (Software as a Service) it's just a delivery model as to how a customer uses your product, it's not a product itself or an industry

42. PasS - Platform as a service IaaS - infrastructure as a service

43. SAM: Serviceable addressable market

44. SDK: Software development kit

45. SDR: Inside sales rep. Often with an inbound response focus

46. SE: Sales engineer, solutions engineer, or systems engineer, usually not used for sales executive

47. SEO: Search Engine Optimization

48. SEP: Sales engagement platform. These platforms focus on automating aspects of outbound business development—sending emails, monitoring opens and replies, and building personalized messaging segments.

49. Smarketing: The heart of RevOps, where sales and marketing fuse into a synergistic whole

50. SMM: Social media monitoring or social media management

51. SQL: Sales qualified leads

52. SSP: Sales Simulation Platform

53. TAM: Target or total addressable/available/attainable/actionable market

54. TAM: Target account marketing

55. TAM: Technical account manager

56. TCV: Total contract value

57. Technographics: Information about the technologies they are using in their stack

58. TOFU: Top of the funnel

59. UI: User interface

60. WYSIWYG: Pronounced wizeewig. What you see is what you get. Simple editor in a UI

 ADDITIONAL ACRONYMS:

1.   ANUM: Authority, Need, Urgency, Money

2.   BANT: Budget, Authority, Need, Time-frame

3.   FAINT: Funding, Authority, Interest, Need, Timeframe

4.   MANDACCT: Money, Authority, Need, Decision criteria, delivery Ability, Competition, Coach, Timescale

5.   ProBANT: Procurement, Budget, Authority, Need, Time-frame

6.   RAMPACT: Requirement, Authority, Money, Priority, Action, Competition, Timing

7.   SADNESS - Sales are dope, never ever stop selling

8. PoC - proof of concept - when a prospect/customer tries a solution out in their environment.

9. SHIT: Super High-Intensity Training