Sales Development (page 4)
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Buying Cycle
The buying cycle is the full journey a buyer takes from first recognizing a need through researching options, evaluating choices, getting approvals, purchasing, and renewing. In B2B sales development, understanding the buying cycle helps SDRs and sales teams time outreach, messaging, and follow-up to where the buying committee actually is, rather than forcing an internal sales process.
Learn moreB2B Marketing
B2B marketing is the set of strategies and channels companies use to identify, attract, and nurture other businesses as customers. In a sales development context, it focuses on creating qualified pipeline for SDR and AE teams by combining targeted messaging, content, data, and outbound programs (like email and cold calling) to generate and progress sales-ready opportunities across complex buying committees.
Learn moreAnnual Recurring Revenue (ARR)
Annual Recurring Revenue (ARR) is the normalized annual value of all active, contracted recurring revenue in a subscription or usage-based B2B business. In sales development, ARR is the north-star metric that connects SDR pipeline creation, new logo wins, and expansion deals to predictable, subscription-based revenue, excluding one-time fees and non-recurring services so leaders can accurately measure sustainable growth.
Learn moreAdoption Process
The adoption process is the series of stages a person or organization moves through when deciding to accept and fully use a new product, tool, or idea. In B2B sales development, it runs from awareness and evaluation through pilot, rollout, behavior change, and ongoing optimization, and is critical for realizing ROI on both sales technology and purchased B2B tools and services.
Learn moreAd-Hoc Reporting
Ad-hoc reporting is the ability to quickly build one-off, custom reports or dashboards on demand to answer a specific question, without waiting on IT or a data team. In B2B sales development, SDR leaders, sales ops, and reps use ad-hoc reporting to see in real time which list, sequence, or persona is converting best by flexibly slicing and filtering live data.
Learn moreAccount Development Rep (ADR)
An Account Development Rep (ADR) is a specialized B2B sales development role focused on researching target accounts, engaging key stakeholders, and booking qualified meetings for account executives. ADRs blend outbound prospecting, account mapping, and early discovery to turn ideal customer profiles into real pipeline, typically using phone, email, and social channels within a structured cadence.
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