Consultative Selling

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

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

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

Loyalty programs are marketing strategies designed to reward repeat customers. They offer incentives like discounts or exclusive access to encourage retention.

A vertical market is a niche where businesses cater to a specific industry or group of customers with specialized needs, not the mass market.

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

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

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

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

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

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.

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

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

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

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

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

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

Sales engagement is the sum of all interactions between a seller and a prospect, aimed at building a relationship and moving a deal forward.

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

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

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

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

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

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.

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

A Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

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

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

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

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

The buyer's journey maps the path a potential customer takes, from first becoming aware of a problem to making a final purchase decision.

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

ClickFunnels is a popular online tool that lets entrepreneurs easily build sales funnels to guide potential customers through the buying process.

Yield management is a dynamic pricing strategy that adjusts prices based on demand to maximize revenue from a fixed, perishable inventory.

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

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

Sales pipeline reporting is the process of analyzing sales data to track progress, identify bottlenecks, and forecast future revenue.

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

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

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

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

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

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

Learn about B2B sales channels, including types of B2B sales channels, strategies for effective channel selection, & integrating technology in B2B sales.

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

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

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

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

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

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

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

A Unique Value Proposition (UVP) is a concise statement that clearly communicates the unique benefit a customer gets from your product or service.

A sales process is a structured set of steps that a sales team follows to move a prospect from an initial lead to a closed customer.

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

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

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

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.

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

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

WordPress is a free, open-source content management system (CMS) that allows you to easily create, manage, and publish websites and blogs.

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

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

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

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

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

Think of a trademark as a brand's unique signature—a word, symbol, or phrase that legally protects its identity and sets it apart from the rest.

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

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

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

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

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

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.

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

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

A data pipeline is a set of automated processes that move raw data from various sources to a destination for storage and analysis.

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.

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

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

Dynamic data is information that updates in real-time. Unlike static data, it reflects the most current state of information automatically.

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

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

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

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

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

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

Territory management is the process of segmenting customers into groups by geography or other factors to optimize sales efforts and resources.

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

Marketing performance is the process of measuring a campaign's effectiveness against set goals using key metrics like ROI and conversion rates.

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

A follow-up is a communication sent after an initial interaction to continue the conversation, provide more value, or prompt a response.

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

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

Mobile app analytics involves collecting and analyzing data from mobile apps to understand user behavior and optimize the app's performance.