Solution Selling

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.

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

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

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.

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

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

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

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

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

Digital Rights Management (DRM) is technology that controls access to copyrighted digital content, restricting its use, modification, and distribution.

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

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

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

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

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

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

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

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

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

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

A Request for Proposal (RFP) is a formal document that outlines a project's needs and invites qualified vendors to submit bids to complete it.

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

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

AI marketing uses artificial intelligence to analyze data, automate decisions, and deliver personalized customer experiences at scale.

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

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

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

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

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

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

Data-driven marketing uses customer data to inform marketing decisions, optimize campaigns, and deliver personalized experiences to consumers.

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

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

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

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

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

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

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

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

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

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.

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

Sales Key Performance Indicators (KPIs) are quantifiable metrics used to measure how effectively a sales team is achieving its key objectives.

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.

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

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

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

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

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

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

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

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

The marketing funnel is a model illustrating the path potential customers take, from initial awareness to making a purchase.

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

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

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

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

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

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

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

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

Stress testing is a type of software testing that determines a system's robustness by pushing it beyond its normal operational capacity.

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

Win/Loss Analysis is the process of systematically tracking and analyzing the reasons why you win or lose deals with prospective customers.

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

Responsive design is an approach where a website's layout adapts to the user's screen size, providing an optimal experience on any device.

API security is the practice of protecting application programming interfaces from attacks, preventing data breaches and unauthorized access.

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

Prospecting is the process of identifying potential customers, or prospects, to build a sales pipeline and generate new business opportunities.

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

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

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

Google Analytics is a web analytics service that tracks and reports website traffic, offering insights into user behavior and marketing effectiveness.

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

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

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.

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

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

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.

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

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

Dark social is the sharing of content through private channels like messaging apps or email. This traffic is hard to track as it lacks referral data.

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

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

Sales engagement is the sum of all interactions between a seller and a prospect, aimed at building a relationship and moving a deal forward.

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

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

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.