Glossary of 40+ Essential Sales Terms
If people talk to you about CAC, LTV, MEDDIC or BANT and you draw a blank, this guide is for you. 40+ essential terms explained in plain language.
What's included:
What you'll find inside
A preview of the key points. Download to access the full content.
CPQ (Configure Price Quote)
Software that configures products, applies pricing and generates quotes automatically. DealForge's core topic.
CAC (Customer Acquisition Cost)
Total spent on marketing and sales ÷ new customers in that period. A key commercial-health KPI.
LTV (Lifetime Value)
Total expected revenue from a customer over their relationship with you. Target: LTV > 3× CAC.
Pipeline
The portfolio of open sales opportunities, ordered by stage and close probability.
MQL / SQL
Marketing Qualified Lead (interested) vs Sales Qualified Lead (ready to talk to sales).
BANT
Budget / Authority / Need / Timing. A classic framework for qualifying leads on 4 dimensions.
MEDDIC
Metrics / Economic buyer / Decision criteria / Decision process / Identify pain / Champion. Advanced B2B qualification.
MRR / ARR
Monthly / Annual Recurring Revenue. Predictable recurring revenue, the star of SaaS models.
Churn
The rate of clients who cancel. 5% monthly churn = you lose half your base each year.
Upsell / Cross-sell
Upsell: sell a higher tier. Cross-sell: sell complementary products.
💡 Companies with LTV > 3× CAC grow sustainably. Below 2× is a warning sign.
Source: Bessemer Venture Partners
💡 73% of B2B companies don't calculate their CAC correctly.
Source: Forrester 2024
Apply these concepts in DealForge
Visual pipeline, conversion metrics, LTV tracking. All integrated.