Challenger Sales

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

Tokenization is the process of breaking down text into smaller units called tokens, such as words or characters, for AI to process.

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

Click-through rate (CTR) is a metric that measures the percentage of people who click on a specific link, ad, or call-to-action.

A Sales Director leads a sales team, develops strategies, and is responsible for meeting a company's revenue targets.

The customer lifecycle is the journey a person takes from first becoming aware of your brand to becoming a loyal, repeat customer.

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer throughout their entire relationship with the company.

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

A version control system (VCS) tracks changes to files over time, allowing you to recall specific versions and collaborate without conflicts.

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

A Virtual Private Cloud (VPC) is a secure, isolated section of a public cloud. It lets you provision your own logically isolated resources.

Learn about business continuity, including understanding key components, steps to ensure continuity, common challenges, & best practices.

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

LPI, or Lead Per Inquiry, is a key metric that measures how many leads are generated from each inquiry in a marketing campaign.

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

Multi-touch attribution is a marketing analytics method that credits multiple touchpoints on the customer journey for a conversion.

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

Mobile app analytics involves collecting and analyzing data from mobile apps to understand user behavior and optimize the app's performance.

Overcoming objections is the process of addressing and resolving a prospect's concerns or hesitations to move a sale forward.

Sales pipeline reporting is the process of analyzing sales data to track progress, identify bottlenecks, and forecast future revenue.

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

Video messaging involves sending short, personalized video clips to prospects or customers, replacing traditional text-based communication.

Learn about BANT framework, including implementing BANT in sales strategy, advantages of the BANT methodology, & BANT vs. other qualification models.

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

Learn about B2B2C, including benefits of B2B2C model, key strategies for B2B2C success, & B2B2C vs. B2C vs. B2B: understanding the differences.

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

Trade shows are events where companies in a specific industry showcase their latest products and services to find new customers and partners.

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

Voice search optimization is the process of optimizing your content, SEO, and online listings to appear in and rank for voice-based searches.

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

A nurture campaign is a series of automated messages designed to build relationships with potential customers and guide them toward a purchase.

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

Average Customer Life is the average time someone remains a customer. It's a key metric for predicting revenue and measuring customer loyalty.

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

Learn about brand awareness, including understanding its importance, building an effective strategy, key metrics to track, & examples in the real world.

Price optimization is the process of finding the ideal price for a product or service to maximize profitability or other business objectives.

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

A payment gateway is a service that authorizes and processes payments for businesses, acting as a secure link between the customer and the merchant.

A sales dialer is software that automates outbound calling for sales teams, allowing reps to connect with more prospects in less time.

Internal signals are data points from your own systems, like website visits or product usage, that indicate a customer's buying intent.

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

Website visitor tracking collects and analyzes data on user behavior to understand their journey and improve the overall user experience.

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

A weighted pipeline forecasts sales revenue by assigning a closing probability to each deal based on its stage in the sales funnel.

A sales lead is a potential customer—an individual or organization that has shown interest in your company's products or services.

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

“No Spam” is a commitment to sending only relevant, solicited messages. It means avoiding bulk, unwanted emails to respect the recipient's inbox.

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

A sales pitch is a persuasive presentation of a product or service, aimed at convincing a potential customer to make a purchase.

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

Net Promoter Score (NPS) is a metric measuring customer loyalty by asking how likely they are to recommend your company or product to others.

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

Outside sales reps sell products/services in person, traveling to meet clients and close deals face-to-face, outside of a traditional office.

A Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.