Sales Methodology

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

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.

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

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

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

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

Cold emailing is sending unsolicited emails to potential customers you haven't contacted before, aiming to start a business conversation.

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

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

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

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

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

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

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.

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

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

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

A lead generation funnel is a systematic process that guides potential customers from initial awareness of your brand to becoming qualified leads.

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

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

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

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

Product-Led Growth (PLG) is a business strategy where the product itself drives user acquisition, conversion, and expansion.

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

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

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

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

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

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

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

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

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

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

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

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

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

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

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

“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.

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

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

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

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

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

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

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

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

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.

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

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

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

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

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

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

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

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

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

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.

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

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

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

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

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

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

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

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

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

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

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

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

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

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

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

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

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

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

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

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

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

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

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

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

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

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

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

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

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

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

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

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

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

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

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

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