Consultative Selling

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

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

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

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

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

An account is a company or organization that you're targeting for sales. It can be a prospective, current, or even a past customer.

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

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

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

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

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

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

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

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

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

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

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

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

A landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

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

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

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.

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

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

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

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

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

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

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

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

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

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

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

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

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

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

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

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

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

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

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

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

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

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

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

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

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

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

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

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

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

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

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

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

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

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

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

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

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

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

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

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

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

Trigger marketing uses customer actions or events to automatically send highly relevant, personalized messages at the perfect moment.

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

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.