Consultative Selling

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

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 sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

Objection handling is the process of responding to a prospect's concerns or hesitations about a product or service to move a deal forward.

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

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

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

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

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

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

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

Sales Engineers blend deep technical knowledge with sales acumen, demonstrating a product's value and solving customer problems to drive revenue.

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

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

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

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

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

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

Market intelligence is the process of collecting and analyzing data about your target market, competitors, and industry to guide business strategy.

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

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

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history effectively.

Return on Investment (ROI) is a key performance metric that measures the profitability of an investment relative to its initial cost.

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

Learn about B2B sales channels, including types of B2B sales channels, strategies for effective channel selection, & integrating technology in B2B sales.

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

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

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

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 coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

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

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

Customer churn rate is the percentage of subscribers or customers who cancel their service with a company during a given time frame.

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

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

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

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

Learn about B2B marketing KPIs, including identifying key B2B marketing KPIs, setting achievable KPI targets, B2B vs B2C marketing KPIs: understanding the differences.

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

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

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

Marketing intelligence is gathering and analyzing data about your market, customers, and competitors to inform strategic marketing decisions.

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

An HTTP request is a message sent by a client, like a web browser, to a server to ask for a resource, such as a web page or an image.

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

Direct-to-Consumer (DTC) is a business model where companies sell products directly to customers, bypassing traditional retail middlemen.

Content curation involves gathering, organizing, and sharing the most relevant online content on a specific topic for a particular audience.

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

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

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

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

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.

Kubernetes is an open-source system for automating the deployment, scaling, and management of containerized applications.

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

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

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

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

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

Learn about business process management, including benefits of implementing BPM, steps to effective BPM, common BPM mistakes to avoid, & BPM tools and software.

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

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

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

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

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

A closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

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

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.

Load balancing is the practice of distributing incoming network traffic across a group of backend servers, ensuring no single server is overworked.

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

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

A competitive advantage is a unique edge that allows a business to produce goods or services better or more cheaply than its rivals.

Google Analytics is a web analytics service that tracks and reports website traffic, offering insights into user behavior and marketing effectiveness.

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

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

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

Customer Data Management (CDM) is the process of collecting, organizing, and analyzing customer data to create a unified view of your audience.

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

Sales compensation is the total pay a salesperson receives, including salary, commissions, and bonuses, structured to motivate performance.

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

Closing ratio is a key sales metric that shows the percentage of leads or proposals that result in a successful sale.

Touches are the individual interactions you have with a prospect throughout the sales process, from emails and calls to social media messages.

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

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