Sales Objections

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

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

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

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

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

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

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

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

Conversational intelligence (CI) is AI technology that analyzes customer conversations to find insights that help sales and support teams improve.

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

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.

Employee advocacy is the promotion of an organization by its staff members, who share positive messages and content through their personal networks.

Tokenization is the process of breaking down text into smaller units called tokens, such as words or characters, for AI to process.

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

Think of a trademark as a brand's unique signature—a word, symbol, or phrase that legally protects its identity and sets it apart from the rest.

A positioning statement is a concise description of your target market and how your product or service uniquely fills their needs.

"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.

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

Learn about B2B demand generation, including strategies for effective B2B demand generation, & key components of a demand generation program.

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

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

Serviceable Obtainable Market (SOM) is the portion of the market you can realistically capture with your current resources, sales, and marketing.

A soft sell is a low-pressure sales tactic that uses subtle persuasion and relationship-building to gently guide customers toward a purchase.

Siloed describes the isolation of data, teams, or systems within a company, which blocks collaboration and creates operational bottlenecks.

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

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

Customer Data Management (CDM) is the process of collecting, organizing, and analyzing customer data to create a unified view of your audience.

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

Content syndication is the process of republishing your web content on third-party sites to reach a much wider audience.

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

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

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

A data pipeline is a set of automated processes that move raw data from various sources to a destination for storage and analysis.

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

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

Conversion rate is the percentage of visitors who complete a desired goal, like a purchase or sign-up, out of the total number of visitors.

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

Customer Retention Rate (CRR) is the metric that measures the percentage of customers a company has kept over a specific period of time.

Learn about B2B marketing KPIs, including identifying key B2B marketing KPIs, setting achievable KPI targets, B2B vs B2C marketing KPIs: understanding the differences.

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

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

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

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

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

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

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

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 intelligence, including key components of business intelligence, the role of BI in decision making, business intelligence tools and techniques.

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

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

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

A weighted sales pipeline forecasts revenue by assigning a closing probability to each deal, giving a more accurate picture of potential income.

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

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

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

CCPA compliance is adhering to the California Consumer Privacy Act, a law that grants consumers more control over their personal data.

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

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.

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

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

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

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

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.

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

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

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

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

Smarketing is the process of aligning your sales and marketing teams. This integration focuses on shared goals to improve lead quality and drive revenue.

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

Infrastructure as a Service (IaaS) is a cloud computing service that offers essential compute, storage, and networking resources on-demand.

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

Subscription models are a business strategy where customers pay a recurring fee at regular intervals for access to a product or service.

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

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

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

Serviceable Available Market (SAM) is the segment of the total market that your business can realistically serve within its geographical reach.

Price optimization is the process of finding the ideal price for a product or service to maximize profitability or other business objectives.

Mobile optimization adapts your website to ensure visitors on smartphones and tablets have a seamless, user-friendly experience.

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

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.

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

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

Learn about business to customer, including maximizing B2C sales strategies, B2C vs. B2B: unveiling differences, & core principles of B2C success.

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.

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

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

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

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

A closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

Key Performance Indicators (KPIs) are measurable values that demonstrate how effectively a company is achieving its key business objectives.

A Data Management Platform (DMP) is a tech platform used to collect and manage data, mainly for digital marketing and advertising campaigns.