Consultative Selling

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

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

Prospecting is the process of identifying potential customers, or prospects, to build a sales pipeline and generate new business opportunities.

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

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.

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

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

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 enrichment software adds crucial data to your leads, like contact info and firmographics, to help you better understand and engage them.

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.

Inbound lead generation is the process of attracting potential customers to your business with valuable content and tailored experiences.

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

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

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

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

Direct-to-consumer (D2C) is a sales strategy where a brand sells its products directly to end customers, bypassing any third-party retailers.

Phishing attacks are fraudulent attempts to trick you into revealing sensitive data like passwords or financial info by posing as a trusted source.

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

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

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

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.

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

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

Persona-based marketing uses fictional customer profiles, or personas, to create targeted messaging for specific audience segments.

Signaling is using credible actions to convey information about quality or intent to a less-informed party, effectively building trust.

“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.

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

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

Digital contracts are legally binding agreements created, signed, and stored electronically, offering a faster, more secure alternative to paper.

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

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

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.

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

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

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

A sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

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

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

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

Contract management is the process of creating, executing, and analyzing contracts to maximize performance and minimize financial risk.

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

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

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

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

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

CCPA compliance is adhering to the California Consumer Privacy Act, a law that grants consumers more control over their personal data.

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

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

A positioning statement is a concise description of your target market and how your product or service uniquely fills their needs.

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

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

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

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

Corporate identity is the visual and verbal persona of a company, encompassing its logo, color palette, communication style, and core values.

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

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

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

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

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

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

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

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

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

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

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

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

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

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

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

Loss aversion is our tendency to feel the sting of a loss more acutely than the pleasure of an equivalent gain.

A lead generation funnel is a systematic process that guides potential customers from initial awareness of your brand to becoming qualified leads.

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

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

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

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

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

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

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

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

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

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

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

Affiliate networks are platforms that act as intermediaries between publishers (affiliates) and merchant affiliate programs.

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

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

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.

Upselling is a sales tactic encouraging customers to purchase a higher-end version of a product or related add-ons to boost revenue.

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

Serverless computing is a cloud model where the provider manages servers, so developers can focus on code without worrying about infrastructure.

Platform as a Service (PaaS) is a cloud model where a provider delivers a platform for users to develop, run, and manage applications online.

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