Consultative Selling

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

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

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

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

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

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

Inventory management is the process of ordering, storing, and using a company's inventory, from raw materials to finished goods.

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

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

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

NoSQL ("Not only SQL") databases offer a flexible alternative to relational models, excelling at managing large and unstructured data sets.

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

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

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.

Cybersecurity is the practice of protecting computer systems, networks, and data from digital attacks, theft, and unauthorized access.

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

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

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

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

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

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.

Customer Data Management (CDM) is the process of collecting, organizing, and analyzing customer data to create a unified view of your audience.

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

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

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.

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

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

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

Day Sales Outstanding (DSO) is a financial ratio that shows the average number of days it takes for a company to receive payment for a sale.

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

The consideration buying stage is where potential customers have defined their problem and are now actively researching and evaluating solutions.

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

A Request for Information (RFI) is a formal process for gathering information from potential suppliers before issuing a more detailed proposal.

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

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

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

Net 30 is a common payment term where a client has 30 calendar days from the invoice date to pay for goods or services in full.

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

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

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

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

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.

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

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

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

An inside sales rep sells products or services remotely from an office, using digital tools like phone and email to connect with customers.

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

A Data Management Platform (DMP) is a software that collects and organizes audience data from various sources for targeted marketing efforts.

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

Tokenization is the process of breaking down text into smaller units called tokens, such as words or characters, for AI to process.

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

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.

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.

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

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

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

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

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

Account-Based Analytics measures engagement and impact across target accounts, not just individual leads, to guide B2B sales and marketing efforts.

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

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

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

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

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

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

Audience targeting is the process of segmenting consumers into specific groups to deliver more personalized and relevant marketing messages.

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

A lead magnet is a free incentive offered to potential customers in exchange for their contact details, like an email, to generate sales leads.

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

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

A Sales Qualified Lead (SQL) is a prospect vetted by marketing and sales, deemed ready for a direct sales pitch after showing intent to buy.

Sales pipeline management is the process of organizing, tracking, and managing potential deals through every stage of your sales funnel.

Learn about business process management, including benefits of implementing BPM, steps to effective BPM, common BPM mistakes to avoid, & BPM tools and software.

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

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

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

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

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

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

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

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.

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

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

Sales forecast accuracy is a key metric that compares your predicted sales revenue against the actual sales revenue you ultimately achieve.

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

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

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

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

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

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

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

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

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

A stakeholder is any individual, group, or party that has an interest in an organization and the outcomes of its actions.