Consultative Sales

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

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

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

Rapport building is the process of establishing a connection and mutual understanding with someone, creating a foundation of trust and affinity.

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

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

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

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

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

Learn about ballpark, including estimating with ballpark figures, understanding ballpark estimates in sales, & ballpark estimates vs. precise quotes.

A Request for Information (RFI) is a formal process for gathering information from potential suppliers before issuing a more detailed proposal.

A soft sell is a low-pressure sales tactic that uses subtle persuasion and relationship-building to gently guide customers toward a purchase.

Audience targeting is the process of segmenting consumers into specific groups to deliver more personalized and relevant marketing messages.

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

Conversational intelligence (CI) is AI technology that analyzes customer conversations to find insights that help sales and support teams improve.

A stakeholder is any individual, group, or party that has an interest in an organization and the outcomes of its actions.

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

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

A Master Service Agreement (MSA) is a foundational contract that sets the general terms for an ongoing business relationship between two parties.

Sales and marketing analytics involves measuring and analyzing performance data to maximize effectiveness and optimize return on investment (ROI).

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

An Application Programming Interface (API) is a set of rules that lets different software applications talk to each other and share information.

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

Deal closing is the final step in a sales cycle. It's when a prospect signs a contract and officially converts into a paying customer.

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.

Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.

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

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

Amortization is the process of spreading out a loan or the cost of an intangible asset over a specific period for accounting and tax purposes.

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

A Statement of Work (SoW) is a document that outlines a project's scope, deliverables, and timeline. It acts as a contract between parties.

A field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

Sales development is the process of identifying and qualifying potential customers to create a pipeline of sales-ready leads for closers.

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

Learn about B2B demand generation, including strategies for effective B2B demand generation, & key components of a demand generation program.

Learn about business to customer, including maximizing B2C sales strategies, B2C vs. B2B: unveiling differences, & core principles of B2C success.

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

High availability (HA) describes a system's capacity to function continuously with minimal downtime, ensuring consistent operational performance.

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

WordPress is a free, open-source content management system (CMS) that allows you to easily create, manage, and publish websites and blogs.

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

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

Software as a Service (SaaS) is a cloud-based model where users subscribe to an application and access it over the internet.

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.

XML (Extensible Markup Language) is a markup language for encoding documents in a format that is both human-readable and machine-readable.

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

Sender Policy Framework (SPF) is an email authentication method that lets you specify which mail servers can send emails on behalf of your domain.

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

A sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

Demographic segmentation divides a market into groups based on traits like age, gender, and income, allowing for more targeted marketing efforts.

Employee advocacy is the promotion of an organization by its staff members, who share positive messages and content through their personal networks.

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.

A vertical market is a niche where businesses cater to a specific industry or group of customers with specialized needs, not the mass market.

Learn about B2B demand generation strategy, including key elements of demand generation, & crafting your demand generation plan.

ClickFunnels is a popular online tool that lets entrepreneurs easily build sales funnels to guide potential customers through the buying process.

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

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

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

Lightning Components is a UI framework for building dynamic web apps for mobile and desktop devices on the Salesforce Lightning Platform.

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

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

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

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

Outbound leads are potential customers a business proactively contacts through outreach like cold calls, emails, or social media.

Referral marketing is a strategy that incentivizes existing customers to recommend a company's products or services to their personal network.

A touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

The marketing funnel is a model illustrating the path potential customers take, from initial awareness to making a purchase.

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

Learn about business intelligence in marketing, including the role of data in marketing BI, key components of marketing BI, & marketing BI vs. market research.

Average Order Value (AOV) tracks the average dollar amount spent each time a customer places an order on your website or mobile app.

Content syndication is the process of republishing your web content on third-party sites to reach a much wider audience.

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

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

Sales territory planning is the process of dividing customers into geographic areas to be assigned to specific sales reps or teams.

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

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

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.