Virtual Selling

Platform as a Service (PaaS) is a cloud model where a provider delivers a platform for users to develop, run, and manage applications online.

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

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

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

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

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

A buying signal is any action from a prospect that indicates they are interested in making a purchase, helping sales teams prioritize leads.

An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

Learn about video hosting, including benefits of video hosting, choosing the right video hosting platform, & video hosting vs. traditional web hosting.

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

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

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

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

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

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

Learn about sales enablement content, including crafting compelling sales enablement content, & essential components of effective sales content.

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

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.

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

Learn about sales operations, including key responsibilities in sales operations, & building an effective sales operations strategy.

Learn about sales objections, including identifying common sales objections, overcoming sales objections effectively, & sales objections vs. customer concerns.

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

Clustering is the technique of grouping similar items. In sales, it means segmenting leads by shared traits to better personalize outreach.

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

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

Learn about sales demo, including preparing a winning sales demo, characteristics of successful sales demos, & sales demo versus product demo.

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

Learn about sales lead, including identifying your ideal sales lead, generating quality leads effectively, & comparing sales leads and prospects.

Learn about supply chain management, including effective strategies for supply chain management, & components of an efficient supply chain.

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

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

Product-market fit is when a product meets the needs of a strong market, leading to high demand, customer satisfaction, and organic growth.

Learn about value gap, including identifying the value gap, closing the value gap effectively, & value gap vs. price gap.

A follow-up is a communication sent after an initial interaction to continue the conversation, provide more value, or prompt a response.

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

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

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

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

Learn about sender policy framework, including understanding SPF records, implementing SPF for email security, SPF vs. DKIM and DMARC, & benefits of using SPF.

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

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

Learn about trigger marketing, including implementing trigger marketing strategies, benefits of trigger marketing, trigger marketing vs. traditional marketing.

Learn about scrum, including advantages of scrum, implementing scrum in sales, scrum roles explained, & common scrum mistakes.

Learn about workflow automation, including benefits of workflow automation, implementing workflow automation, & common workflow automation tools.

Learn about targeted marketing, including benefits of targeted marketing, key strategies for effective targeting, & targeted marketing vs. mass marketing.

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

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

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

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

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

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

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

Learn about serviceable available market, including calculating your serviceable available market, & key factors influencing serviceable available market.

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

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

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

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

Customer experience (CX) is a customer's total perception of your business, based on every interaction across the entire customer lifecycle.

Learn about sales director, including roles and responsibilities of a sales director, & key skills for a successful sales director.

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

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

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

Learn about sales script, including crafting an effective sales script, essentials for a winning sales script, sales script vs. spontaneous pitch.

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

Persona-based marketing uses fictional customer profiles, or personas, to create targeted messaging for specific audience segments.

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

Learn about smarketing, including the pillars of smarketing success, implementing smarketing in your organization, smarketing vs traditional sales and mark.

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 sales cycle, including key phases of a sales cycle, steps to shorten your sales cycle, & sales cycle vs. sales funnel.

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

Learn about sales forecast, including key elements of sales forecasting, methods for accurate sales projections, sales forecasting vs. sales goals.

Learn about sales operations KPIs, including identifying sales operations KPIs, effective sales KPI strategies, & sales operations KPIs SaaS KPIs.

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

Learn about sales pipeline reporting, including essentials of sales pipeline reporting, key metrics to track, & sales pipeline vs. sales forecasting.

Learn about sales prospecting software, including benefits of sales prospecting software, & choosing the right sales prospecting tool.

Learn about sales kickoff, including planning a successful sales kickoff, key elements of a sales kickoff, & sales kickoff vs. regular sales meetings.

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

LPI, or Lead Per Inquiry, is a key metric that measures how many leads are generated from each inquiry in a marketing campaign.

Learn about trademarks, including how to secure a trademark, trademark examples and best practices, & trademarks vs. copyrights vs. patents.

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

Learn about user interaction, including enhancing user interaction strategies, principles of effective user engagement, & user interaction vs. user experience.

Learn about single page applications, including benefits of single page applications, key features of SPAs, how to build SPAs, & common mistakes in SPAs.

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

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

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

A Digital Sales Room is a private online space where sellers share all relevant content with buyers to streamline the sales cycle.

Learn about business intelligence in marketing, including the role of data in marketing BI, key components of marketing BI, & marketing BI vs. market research.

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

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

Learn about subscription models, including how subscription models work, advantages of subscription models, & implementing subscription pricing.

Learn about warm outbound, including understanding warm outbound, benefits of warm outbound strategies, & implementing warm outbound in your sales process.

Inbound sales attracts interested prospects who've engaged with your brand, letting sales reps connect with warm leads instead of cold outreach.

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

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