Sales Prospecting Techniques

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

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

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

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

Incident response is an organization's systematic approach to managing and mitigating the aftermath of a security breach or cyberattack.

Lightning Components is a UI framework for building dynamic web apps for mobile and desktop devices on the Salesforce Lightning Platform.

Learn about social selling, including benefits of social selling, steps to implement social selling, & social selling vs. traditional selling.

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

Learn about batch processing, including benefits of batch processing, best practices for implementation, & common use cases.

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

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

Learn about spiff, including implementing spiff programs effectively, spiff programs vs. standard commissions, & key components of successful spiffs.

Learn about sales presentation, including crafting an engaging sales presentation, elements of a successful sales pitch, & sales presentation vs. product demo.

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

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

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

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

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

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

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

Learn about sales qualified lead, including identifying sales qualified leads, criteria for sales qualified lead, transitioning leads to sales qualified s.

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

Learn about stress testing, including understanding stress testing methods, benefits of stress testing, & stress testing vs. load testing.

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

Predictive analytics uses historical data, statistical algorithms, and machine learning to identify the likelihood of future outcomes.

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

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

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

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

Learn about sales productivity, including maximizing sales productivity: strategies and tools, & key metrics for measuring sales productivity.

Learn about user testing, including how user testing works, benefits of user testing, common user testing methods, & user testing best practices.

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

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

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

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

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer throughout their entire relationship with the company.

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 software as a service, including benefits of SaaS solutions, SaaS vs. traditional software, & key features of successful SaaS.

A hard sell is an aggressive sales technique that uses high-pressure tactics to push a customer into making an immediate purchase decision.

Learn about version control systems, including understanding version control systems, benefits of using version control, & types of version control systems.

Contract management is the process of creating, executing, and analyzing contracts to maximize performance and minimize financial risk.

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

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

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

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

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

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

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

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

Learn about search engine results page, including understanding SERP components, key factors influencing SERP rankings, & SERP and SEO best practices.

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

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

CPQ (Configure, Price, Quote) software is a sales tool for creating accurate, configurable quotes for complex products and services.

A lead magnet is a free incentive offered to potential customers in exchange for their contact details, like an email, to generate sales leads.

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

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

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

Learn about SPIN selling, including the core principles of SPIN selling, implementing SPIN selling successfully, SPOT selling vs. SPIN selling.

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

Learn about video messaging, including benefits of video messaging in sales, crafting engaging video messages, & video messaging vs. traditional email.

A payment gateway is a service that authorizes and processes payments for businesses, acting as a secure link between the customer and the merchant.

A Request for Information (RFI) is a formal process for gathering information from potential suppliers before issuing a more detailed proposal.

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

A Master Service Agreement (MSA) is a foundational contract that sets the general terms for an ongoing business relationship between two parties.

A sales pitch is a persuasive presentation of a product or service, aimed at convincing a potential customer to make a purchase.

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

Digital contracts are legally binding agreements created, signed, and stored electronically, offering a faster, more secure alternative to paper.

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

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.

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

The Jobs to Be Done (JTBD) framework focuses on understanding customer needs by identifying the specific 'job' they are trying to accomplish.

Learn about triggered email, including crafting effective triggered emails, benefits of triggered email marketing, & triggered emails vs. traditional campaigns.

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

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

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

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

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

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

Learn about salesforce administrator, including the role of a salesforce administrator, & key responsibilities of salesforce administrators.

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

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

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

Learn about XML, including its uses, advantages, key technologies, best practices, and how XML facilitates data exchange and integration.

Learn about weighted sales pipeline, including calculating your pipeline's weight, & key metrics in weighted sales pipelines.

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

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

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

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

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.

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

Learn about serverless computing, including benefits of serverless computing, challenges of serverless computing, serverless computing vs traditional inf.

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

Closing ratio is a key sales metric that shows the percentage of leads or proposals that result in a successful sale.

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