SPIN Selling

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

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

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

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

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

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

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

Pay-per-click (PPC) is an ad model where you pay a fee each time your ad is clicked. It's a method of buying targeted visits to your website.

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

Inbound lead generation is the process of attracting potential customers to your business with valuable content and tailored experiences.

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

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.

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

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

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

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

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

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

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

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

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

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

Sales performance metrics are key data points that measure a sales team's effectiveness in achieving its goals and driving revenue.

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.

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

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.

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

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.

Learn about B2B demand generation strategy, including key elements of demand generation, & crafting your demand generation plan.

A sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

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

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

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

Amortization is the process of spreading out a loan or the cost of an intangible asset over a specific period for accounting and tax purposes.

Sales territory management is the process of grouping accounts into territories and assigning them to reps to maximize sales and market coverage.

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

Solution selling is a sales approach focused on understanding a customer's pain points to offer a comprehensive solution, not just a product.

A nurture campaign is a series of automated messages designed to build relationships with potential customers and guide them toward a purchase.

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

Analytical CRM analyzes customer data to uncover actionable insights, helping businesses make smarter decisions and improve customer interactions.

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

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.

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

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

Sales pipeline velocity is a metric that measures how quickly deals move through your sales funnel to generate revenue for your business.

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

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

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

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

Sales prospecting is the process of identifying potential customers, or prospects, and initiating contact to convert them into paying customers.

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

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

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

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.

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.

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

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

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.

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

Sales training is the process of honing a salesperson's skills and knowledge to enhance their effectiveness and drive sales success.

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

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

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

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

Sales prospecting techniques are methods used by sales teams to identify, contact, and qualify potential customers, also known as prospects.

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

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

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

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

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

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

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

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

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

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

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

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

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

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

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

Yield management is a dynamic pricing strategy that adjusts prices based on demand to maximize revenue from a fixed, perishable inventory.

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

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

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

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.

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

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

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

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

Market intelligence is the process of collecting and analyzing data about your target market, competitors, and industry to guide business strategy.

Kubernetes is an open-source system for automating the deployment, scaling, and management of containerized applications.

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

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.