Sales Playbook

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

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

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.

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

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.

A value gap is the difference between the value a customer expects from a product and the actual value they receive, often leading to churn.

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

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

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

Load balancing is the practice of distributing incoming network traffic across a group of backend servers, ensuring no single server is overworked.

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

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

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

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

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

Target Account Selling is a focused sales strategy where teams identify and pursue a specific list of high-value accounts.

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

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

Data-driven lead generation is the process of using data insights to identify, attract, and convert high-quality leads into customers.

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

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

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

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

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

Learn about B2B sales channels, including types of B2B sales channels, strategies for effective channel selection, & integrating technology in B2B sales.

Lead enrichment software adds crucial data to your leads, like contact info and firmographics, to help you better understand and engage them.

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

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.

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

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 Unique Value Proposition (UVP) is a concise statement that clearly communicates the unique benefit a customer gets from your product or service.

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

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

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

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

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.

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

Performance monitoring involves collecting and analyzing data to track a system's operational health and efficiency, ensuring it meets set standards.

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

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.

Channel sales is an indirect sales model where a company leverages third-party partners, such as resellers or affiliates, to sell its products.

Sales Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.

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

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

“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.

Accessibility testing is a software testing method that verifies an application is usable by people with disabilities, like vision or hearing loss.

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

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.

User testing involves observing real users interact with a product to identify usability issues 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.

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

Guided selling simplifies complex sales by giving reps step-by-step instructions and data-driven recommendations to close deals faster.

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

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

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

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

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

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.

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

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

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

A stakeholder is any individual, group, or party that has an interest in an organization and the outcomes of its actions.

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

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

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

A field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

Marketing intelligence is gathering and analyzing data about your market, customers, and competitors to inform strategic marketing decisions.

A sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

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

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

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

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

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

A sales dialer is software that automates outbound calling for sales teams, allowing reps to connect with more prospects in less time.

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

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

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

“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 weighted pipeline forecasts sales revenue by assigning a closing probability to each deal based on its stage in the sales funnel.

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

An on-premise CRM is a system hosted on a company's own servers, offering complete control over data, security, and system maintenance.

Net Promoter Score (NPS) is a metric measuring customer loyalty by asking how likely they are to recommend your company or product to others.

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

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.

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

A sales enablement platform centralizes content, training, and analytics to help sales teams engage buyers and effectively close deals.

Sales forecast accuracy is a key metric that compares your predicted sales revenue against the actual sales revenue you ultimately achieve.

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

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

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