Objection Handling in Sales

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

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

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.

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

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

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

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

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.

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

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

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

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

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

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

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

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

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

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

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

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

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

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

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

A buying signal is any action from a prospect that indicates they are interested in making a purchase, helping sales teams prioritize leads.

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

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

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

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

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

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

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

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

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.

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

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

Sales and marketing analytics involves measuring and analyzing performance data to maximize effectiveness and optimize return on investment (ROI).

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

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

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

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

Responsive design is an approach where a website's layout adapts to the user's screen size, providing an optimal experience on any device.

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

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

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.

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

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

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

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

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

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

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

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

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

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

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

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

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

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

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

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.

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

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

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

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

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

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

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

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

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

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

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.

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

Sales Engineers blend deep technical knowledge with sales acumen, demonstrating a product's value and solving customer problems to drive revenue.

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

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

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

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

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

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

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

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

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