Consultative Selling

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

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

A triggered email is an automated message sent to a user in response to a specific action or event, like signing up or making a purchase.

CRM analytics is the process of analyzing data from your CRM to uncover insights that help you better understand and serve your customers.

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

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

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

Marketing metrics are quantifiable values that marketing teams use to measure and track the performance of their campaigns and efforts.

Customer Retention Rate (CRR) is the metric that measures the percentage of customers a company has kept over a specific period of time.

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

Responsive design is an approach where a website's layout adapts to the user's screen size, providing an optimal experience on any device.

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

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

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

The Jobs to Be Done (JTBD) framework focuses on understanding customer needs by identifying the specific 'job' they are trying to accomplish.

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

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

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

Sales rep training is the process of equipping your sales team with the skills, knowledge, and tools to effectively sell and hit their targets.

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

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

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

A hybrid sales model blends traditional and digital sales methods to engage customers across multiple channels and buying preferences.

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

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

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

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

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

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

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.

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

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

Stress testing is a type of software testing that determines a system's robustness by pushing it beyond its normal operational capacity.

Siloed describes the isolation of data, teams, or systems within a company, which blocks collaboration and creates operational bottlenecks.

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

Fault tolerance is a system's ability to continue operating without interruption when one or more of its components fail.

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

Marketing analytics involves measuring and analyzing marketing data to understand campaign performance and improve return on investment (ROI).

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

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

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

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

Fulfillment logistics is the entire process of getting an order to a customer, from storing inventory to picking, packing, and final shipment.

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

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.

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

A sales enablement platform centralizes content, training, and analytics to help sales teams engage buyers and effectively close deals.

Serviceable Obtainable Market (SOM) is the portion of the market you can realistically capture with your current resources, sales, and marketing.

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

Data-driven marketing uses customer data to inform marketing decisions, optimize campaigns, and deliver personalized experiences to consumers.

Conversion rate is the percentage of visitors who complete a desired goal, like a purchase or sign-up, out of the total number of visitors.

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

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

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.

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 pipeline velocity is a metric that measures how quickly deals move through your sales funnel to generate revenue for your business.

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

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

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

Lead generation software helps businesses automate finding and capturing potential customers' contact information to build sales pipelines.

NoSQL ("Not only SQL") databases offer a flexible alternative to relational models, excelling at managing large and unstructured data sets.

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

Solution selling is a sales approach focused on understanding a customer's pain points to offer a comprehensive solution, not just a product.

Accessibility testing is a software testing method that verifies an application is usable by people with disabilities, like vision or hearing loss.

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

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

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

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

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

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

A dialer is software that automatically dials phone numbers for agents, boosting call efficiency and connecting them to live prospects faster.

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

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

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

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

Data mining is the process of discovering patterns, trends, and useful information from large datasets to make better business decisions.

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

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

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

“Always Be Closing” (ABC) is a sales mantra meaning every action a salesperson takes should be with the ultimate goal of closing the sale.

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

Time on site, or session duration, is a key web metric that tracks the total time a visitor spends on your website during a single visit.

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

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

A sales demonstration is a presentation showing a prospect how a product or service works and how it can solve their specific problems.

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

Sales training is the process of honing a salesperson's skills and knowledge to enhance their effectiveness and drive sales success.

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.