Consultative Selling

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

CPQ (Configure, Price, Quote) software is a sales tool for creating accurate, configurable quotes for complex products and services.

Your email deliverability rate is the percentage of sent emails that successfully land in a recipient's inbox, rather than bouncing or going to spam.

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

Channel sales is an indirect sales model where a company leverages third-party partners, such as resellers or affiliates, to sell its products.

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

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

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

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

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

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

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

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

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

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

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

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.

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

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

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

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

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

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

Account Click-Through Rate (CTR) is the percentage of individuals from a target account who click on a link in an ad, email, or on a webpage.

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

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.

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

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

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.

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

Smarketing is the process of aligning your sales and marketing teams. This integration focuses on shared goals to improve lead quality and drive revenue.

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

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

Text message marketing is a strategy where businesses send promotional messages, offers, and updates to customers via SMS or MMS.

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

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

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

Churn, also known as customer attrition, is the rate at which customers stop doing business with a company over a given period.

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

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

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

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

A Data Management Platform (DMP) is a tech platform used to collect and manage data, mainly for digital marketing and advertising campaigns.

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

Subscription models are a business strategy where customers pay a recurring fee at regular intervals for access to a product or service.

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

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

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

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

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

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

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

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

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

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

Sales productivity is the measure of a sales team's efficiency, focusing on maximizing revenue generation while minimizing the resources spent.

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

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

Account-Based Marketing (ABM) benchmarks are key metrics used to measure the performance and success of your targeted account strategies.

API security is the practice of protecting application programming interfaces from attacks, preventing data breaches and unauthorized access.

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.

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

Customer experience (CX) is a customer's total perception of your business, based on every interaction across the entire customer lifecycle.

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

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

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

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

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

Predictive analytics uses historical data, statistical algorithms, and machine learning to identify the likelihood of future outcomes.

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

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

A drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

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

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

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

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

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

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

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

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

A sales cycle is the series of steps a company takes to close a new customer. It starts with prospecting and ends with a signed deal.

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

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

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

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

A nurture campaign is a series of automated messages designed to build relationships with potential customers and guide them toward a purchase.

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

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

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

Sales conversion rate is the percentage of prospects who take a desired action, like making a purchase, turning them into customers.