Overcoming Objections

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

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

Dark social is the sharing of content through private channels like messaging apps or email. This traffic is hard to track as it lacks referral data.

Sales velocity is a key metric measuring the speed at which your company makes money. It shows how fast deals move through your sales pipeline.

A competitive landscape is an analysis of your direct and indirect competitors, revealing their strengths, weaknesses, and market positioning.

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

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

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

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

A spiff is a short-term sales incentive, often a cash bonus, paid directly to a salesperson for selling a specific product or service.

Sales conversion rate is the percentage of prospects who take a desired action, like making a purchase, turning them into customers.

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

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

Stress testing is a type of software testing that determines a system's robustness by pushing it beyond its normal operational capacity.

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

Data hygiene is the practice of ensuring your customer data is clean, accurate, and up-to-date by removing duplicates and correcting errors.

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

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

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

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

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

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.

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

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.

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

A competitive advantage is a unique edge that allows a business to produce goods or services better or more cheaply than its rivals.

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

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

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.

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

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

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

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

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

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

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

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

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

The decision stage is where a well-researched buyer chooses a vendor. They compare specific products and pricing before making their final purchase.

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

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.

Data mining is the process of discovering patterns, trends, and useful information from large datasets to make better business decisions.

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

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

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

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

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

Loss aversion is our tendency to feel the sting of a loss more acutely than the pleasure of an equivalent gain.

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

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

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

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

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

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

Kubernetes is an open-source system for automating the deployment, scaling, and management of containerized applications.

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

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

A tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

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

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

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

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

A touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

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

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

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

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

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

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

Trade shows are events where companies in a specific industry showcase their latest products and services to find new customers and partners.

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

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

Rapport building is the process of establishing a connection and mutual understanding with someone, creating a foundation of trust and affinity.

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

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

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

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

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.

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

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

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

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

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

Inside sales metrics are quantifiable measures used to track the performance, activities, and effectiveness of an internal sales team.

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

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business goals.

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

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

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

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.