Objection Handling in Sales

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

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

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

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.

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

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

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 landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

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

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

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

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.

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

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

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

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

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

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

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

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

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

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

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

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

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

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

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

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

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

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

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

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

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

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

Website visitor tracking collects and analyzes data on user behavior to understand their journey and improve the overall user experience.

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

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

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

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

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.

Learn about business continuity, including understanding key components, steps to ensure continuity, common challenges, & best practices.

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

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

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

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

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.

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

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

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

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

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

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

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

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

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

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

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

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

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

"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.

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

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

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

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

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

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

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

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

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

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

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.

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

Sales development is the process of identifying and qualifying potential customers to create a pipeline of sales-ready leads for closers.

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

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

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

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

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

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

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

The awareness stage is the first step in the buyer's journey, where a potential customer realizes they have a problem or an opportunity to explore.

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

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

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

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

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

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