Sales Methodology

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.

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

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

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

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

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

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

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

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

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

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

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

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

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

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

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

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

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

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.

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

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

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

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

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

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

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

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

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

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

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

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

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

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

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

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

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

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

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

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

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

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

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

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

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

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

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.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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.

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

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

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

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

Persona-based marketing uses fictional customer profiles, or personas, to create targeted messaging for specific audience segments.

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

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

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.

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

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

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

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

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

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

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

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

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

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

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

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

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

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.

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

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

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

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

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

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

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

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

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

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

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

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

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