An ICP contains demographic, company, and behavioral characteristics that help sales and marketing teams target their efforts more effectively. OTE is a sales compensation term that corresponds to the total revenue a sales representative can expect to earn if he or she achieves his or her sales goals. OTE typically includes a base salary and a commission or bonus tied to sales performance. CRM is a technology used by companies to manage interactions with customers and prospects throughout the sales process. CRM systems help sales teams track leads, manage communications, monitor deals, and analyze performance. SaaS is a software licensing and delivery model where the software is delivered over the Internet rather than installed on the user’s computer. SaaS is becoming increasingly popular in the sales industry, with many CRM and sales support tools adopting this model.
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