Sales Prospecting Techniques

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

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

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

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

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

Net 30 is a common payment term where a client has 30 calendar days from the invoice date to pay for goods or services in full.

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

Dynamic data is information that updates in real-time. Unlike static data, it reflects the most current state of information automatically.

Lead generation is the process of identifying and cultivating potential customers for a business'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 Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

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

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

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

CPM, or Cost Per Mille, is a key advertising metric. It's the cost an advertiser pays for one thousand views or impressions of a single ad.

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

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

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

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

A sales cycle is the series of steps a company takes to close a new customer. It starts with prospecting and ends with a signed deal.

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

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

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

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

Geo-fencing creates a virtual boundary around a real-world location. It triggers actions on a device when it enters or exits this area.

Inventory management is the process of ordering, storing, and using a company's inventory, from raw materials to finished goods.

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

Agile methodology is an iterative approach to project management and software development, focusing on delivering value in small, incremental steps.

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

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

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

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

Outbound leads are potential customers a business proactively contacts through outreach like cold calls, emails, or social media.

Average Order Value (AOV) tracks the average dollar amount spent each time a customer places an order on your website or mobile app.

“No Spam” is a commitment to sending only relevant, solicited messages. It means avoiding bulk, unwanted emails to respect the recipient's inbox.

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

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

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

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

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.

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.

Upselling is a sales tactic encouraging customers to purchase a higher-end version of a product or related add-ons to boost revenue.

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

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

Direct-to-consumer (D2C) is a sales strategy where a brand sells its products directly to end customers, bypassing any third-party retailers.

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.

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

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

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

“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.

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.

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

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.

Marketing metrics are quantifiable values that marketing teams use to measure and track the performance of their campaigns and efforts.

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

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

ClickFunnels is a popular online tool that lets entrepreneurs easily build sales funnels to guide potential customers through the buying process.

Escalations are the process of moving a customer issue or sales opportunity to a more senior or specialized team member for resolution.

Compliance testing ensures a product or system adheres to specific regulations, standards, or policies set by governing bodies or organizations.

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

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

Learn about browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

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

The customer lifecycle is the journey a person takes from first becoming aware of your brand to becoming a loyal, repeat customer.

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

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

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

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

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

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

Learn about B2B marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

Video prospecting is the sales technique of sending personalized videos to potential customers to grab their attention and secure more meetings.

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

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

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

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.

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

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

Opportunity management is the process of tracking potential sales from first contact to a closed deal, helping teams prioritize and win more.

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

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

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

"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.

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

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

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

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

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

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