Glossary
Letter O
OAuth
An open-standard authorization protocol enabling secure access to resources without sharing login credentials.
Objection
A concern or hesitation expressed by a buyer that may hinder the sales process.
Objection handling
The sales technique of addressing and resolving buyer concerns to maintain momentum toward a deal.
Objection handling in sales
A structured approach to overcoming buyer objections through clarity, empathy, and problem-solving.
Objection resolution
The process of eliminating a buyer’s barrier to purchase through tailored responses.
Objective
A specific, measurable goal an organization or individual aims to achieve.
Objective and task method
A budgeting approach where spending is based on the cost required to achieve specific objectives.
OEM (Original Equipment Manufacturer)
A company that manufactures components or products used in another company’s end product.
Offline channels
Traditional marketing or sales channels such as print, TV, radio, events, or direct mail.
Offshore sales outsourcing
Delegating sales tasks—including prospecting, appointment setting, and lead generation—to offshore teams to reduce cost.
Omnichannel marketing
A unified marketing approach delivering consistent messaging and experiences across all channels—online and offline.
Omnichannel sales
A selling strategy allowing buyers to interact seamlessly across channels such as online, phone, retail, and field sales.
Omnichannel selling
Providing customers with the ability to browse, purchase, and receive support through multiple integrated channels.
Omnichannel strategy
A cross-channel approach ensuring consistent branding, messaging, and customer experiences throughout the buying journey.
Onboarding
The structured process of educating and integrating new employees or customers into systems and workflows.
On-boarding client
The process of integrating and supporting a new client after purchase to ensure successful adoption.
Onboarding experience
The qualitative perception of how intuitive, smooth, and supportive the onboarding process feels to a new user or customer.
On-demand
Content, services, or products available at any time, typically delivered digitally without fixed schedules.
One-to-many
A communication or sales approach where one sender engages a broad audience, such as webinars or email blasts.
One-to-one
A personalized interaction model where communication or sales efforts are tailored to an individual.
On-premise
Software or infrastructure installed and operated locally within a company’s own servers and facilities.
On-target commissions (OTC)
The portion of on-target earnings tied to expected commission payouts when performance meets 100% of quota.
On-target earning (OTE)
Same as On-target earnings; the compensation target based on full achievement of goals.
On-target earnings (OTE)
The total expected annual compensation for a role when performance targets are fully met (base + variable).
Open opportunities
Sales opportunities currently in progress that have not yet been won or lost.
Open opportunity rate
The percentage of leads or accounts that convert into active sales opportunities.
Operational performance management
A discipline focused on monitoring, analyzing, and improving business processes and operational efficiency.
Opportunities
Potential revenue-generating deals qualified and tracked within the sales funnel.
Opportunity
A specific sales prospect with identified potential and a defined path toward closing.
Opportunity by lead source
A metric identifying how many opportunities were created by each marketing or sales channel.
Opportunity generation
The process of converting leads into qualified sales opportunities.
Opportunity management
The structured handling of sales opportunities, including forecasting, progression, and prioritization.
Opportunity methodologies
Structured approaches for managing sales opportunities, such as MEDDIC, BANT, SPICED, or Challenger.
Optimization
The process of improving performance through data-driven adjustments to campaigns, processes, or systems.
Order management
The end-to-end process of capturing, tracking, and fulfilling customer orders.
Order processing
The operational workflow involved in validating, preparing, and completing customer orders.
Order to cash
A business process covering the full lifecycle from order creation to revenue collection.
Organic growth
Business expansion achieved through internal improvements, customer acquisition, and product adoption rather than acquisitions.
OTE (On-target earnings)
The total expected annual compensation when performance targets are fully achieved.
OTP signature
A method of signing documents digitally using a one-time password for authentication.
Outbound calls
Calls initiated by a sales or support team to prospects or customers.
Outbound marketing
Marketing tactics that push messages out to prospects, such as cold calling, paid ads, or direct mail.
Outbound sales
A sales approach focused on proactively reaching out to potential customers through various channels.
Outcome
The final result or impact of an activity, project, or process, used to evaluate effectiveness and success.
Output
The measurable deliverables or results produced by a process, task, or system.
Outside sales
A sales model where representatives engage customers in person through field visits, events, or on-site meetings.
Outsourced account executive
A contracted sales professional responsible for handling demos, negotiations, and closing deals on behalf of a company.
Outsourced sales development reps (SDR)
Externally hired SDRs who perform prospecting and lead qualification activities.
Outsourced sales services
A suite of external services covering sales outreach, lead generation, appointment setting, and pipeline growth.
Outsourced sales teams
Teams employed by third-party providers to manage specific or entire sales processes.
Outsourcing
The strategic practice of hiring external organizations to handle tasks or business processes to reduce cost and increase efficiency.
Overarching strategy
A comprehensive, high-level plan that guides all subordinate strategies and decisions across an organization.
Overcoming objections
Sales techniques used to address and resolve buyer hesitations to keep the deal progressing.
Overdue task
A task that has not been completed by its assigned deadline.
Override
A commission paid to managers or senior reps based on the performance of their team members.
Overtime pay
Additional compensation for hours worked beyond standard working hours, in accordance with labor laws.
