Consultative Selling

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

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

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

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

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

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

A/B testing is a method of comparing two versions of something, like a webpage or email, to determine which one performs better with your audience.

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

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

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

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

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

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

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

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

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.

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

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

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

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

The sales pipeline velocity formula is a key metric that measures how quickly deals move through your pipeline and turn into revenue.

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

Guided selling simplifies complex sales by giving reps step-by-step instructions and data-driven recommendations to close deals faster.

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

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

Compliance testing ensures a product or system adheres to specific regulations, standards, or policies set by governing bodies or organizations.

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

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

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

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

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

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

An on-premise CRM is a system hosted on a company's own servers, offering complete control over data, security, and system maintenance.

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

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

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

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

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

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

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

Learn about BANT framework, including implementing BANT in sales strategy, advantages of the BANT methodology, & BANT vs. other qualification models.

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

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

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

Analytical CRM analyzes customer data to uncover actionable insights, helping businesses make smarter decisions and improve customer interactions.

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

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

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

Single Sign-On (SSO) is an authentication method allowing users to access multiple applications with one set of login credentials.

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over 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.

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

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

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

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

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.

Zero-based budgeting (ZBB) is a method where all expenses are re-evaluated and must be justified from scratch for each new budget period.

Outbound leads are potential customers a business proactively contacts through outreach like cold calls, emails, or social media.

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

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

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

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

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.

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

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

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

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

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.

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

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

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

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.

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

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

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

Sales performance metrics are key data points that measure a sales team's effectiveness in achieving its goals and driving revenue.

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

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

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

Lightning Components is a UI framework for building dynamic web apps for mobile and desktop devices on the Salesforce Lightning Platform.

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

Learn about brand awareness, including understanding its importance, building an effective strategy, key metrics to track, & examples in the real world.

Conversational intelligence (CI) is AI technology that analyzes customer conversations to find insights that help sales and support teams improve.

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

Video prospecting is the sales technique of sending personalized videos to potential customers to grab their attention and secure more meetings.

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

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

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

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

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

A sales pitch is a persuasive presentation of a product or service, aimed at convincing a potential customer to make a purchase.

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

Key Performance Indicators (KPIs) are measurable values that demonstrate how effectively a company is achieving its key business objectives.

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