Consultative Selling

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

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

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

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

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

Learn about batch processing, including benefits of batch processing, best practices for implementation, & common use cases.

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

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

Market intelligence is the process of collecting and analyzing data about your target market, competitors, and industry to guide business strategy.

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

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

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.

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

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

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

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

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history 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 elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

A persona is a semi-fictional profile of your ideal customer, based on market research and real data about your existing customers.

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.

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

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

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

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

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

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

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

Serviceable Available Market (SAM) is the segment of the total market that your business can realistically serve within its geographical reach.

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

Sales territory planning is the process of dividing customers into geographic areas to be assigned to specific sales reps or teams.

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.

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

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

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

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

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

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

Sales rep training is the process of equipping your sales team with the skills, knowledge, and tools to effectively sell and hit their targets.

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

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

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

Average Customer Life is the average time someone remains a customer. It's a key metric for predicting revenue and measuring customer loyalty.

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

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

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

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

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

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

Learn about B2B marketing KPIs, including identifying key B2B marketing KPIs, setting achievable KPI targets, B2B vs B2C marketing KPIs: understanding the differences.

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

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

Clustering is the technique of grouping similar items. In sales, it means segmenting leads by shared traits to better personalize outreach.

A hard sell is an aggressive sales technique that uses high-pressure tactics to push a customer into making an immediate purchase decision.

Objection handling in sales is the process of responding to a prospect's concerns about a product or service to move the deal forward.

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

Virtual selling is the process of selling to customers remotely using technology like video calls, rather than meeting them in person.

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

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

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

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

Learn about B2B marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

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

Data privacy is an individual's right to control their personal information, including how it's collected, processed, stored, and shared.

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

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

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

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

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

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

Mobile optimization adapts your website to ensure visitors on smartphones and tablets have a seamless, user-friendly experience.

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

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.

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

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

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

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

A Request for Proposal (RFP) is a formal document that outlines a project's needs and invites qualified vendors to submit bids to complete it.

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

Internal signals are data points from your own systems, like website visits or product usage, that indicate a customer's buying intent.

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

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

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

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

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

The marketing funnel is a model illustrating the path potential customers take, from initial awareness to making a purchase.

Incident response is an organization's systematic approach to managing and mitigating the aftermath of a security breach or cyberattack.

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

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

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

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

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

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.