Objection Handling

A Unique Value Proposition (UVP) is a concise statement that clearly communicates the unique benefit a customer gets from your product or service.

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

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

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

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

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.

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

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

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

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

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

Return on Marketing Investment (ROMI) measures the revenue generated by a marketing campaign relative to the cost of that campaign.

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

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

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

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

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

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

Outside sales reps sell products/services in person, traveling to meet clients and close deals face-to-face, outside of a traditional office.

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.

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

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

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

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

A sales dialer is software that automates outbound calling for sales teams, allowing reps to connect with more prospects in less time.

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

A Sales Director leads a sales team, develops strategies, and is responsible for meeting a company's revenue targets.

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

Siloed describes the isolation of data, teams, or systems within a company, which blocks collaboration and creates operational bottlenecks.

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

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

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

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

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

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

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

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

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

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

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

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

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

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

A vertical market is a niche where businesses cater to a specific industry or group of customers with specialized needs, not the mass market.

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

Content syndication is the process of republishing your web content on third-party sites to reach a much wider audience.

Think of a trademark as a brand's unique signature—a word, symbol, or phrase that legally protects its identity and sets it apart from the rest.

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

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

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

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

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

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

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

Phishing attacks are fraudulent attempts to trick you into revealing sensitive data like passwords or financial info by posing as a trusted source.

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

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

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

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

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

A Statement of Work (SoW) is a document that outlines a project's scope, deliverables, and timeline. It acts as a contract between parties.

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

Functional testing verifies that software performs its intended functions as specified in the requirements, ensuring it works as users expect.

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

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

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

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

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

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

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

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

Time on site, or session duration, is a key web metric that tracks the total time a visitor spends on your website during a single visit.

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

The consideration buying stage is where potential customers have defined their problem and are now actively researching and evaluating solutions.

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

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

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

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

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

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.

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

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

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

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

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

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

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.

Guided selling simplifies complex sales by giving reps step-by-step instructions and data-driven recommendations to close deals faster.

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

A version control system (VCS) tracks changes to files over time, allowing you to recall specific versions and collaborate without conflicts.

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

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

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

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

Video email involves embedding a short video directly into an email. This lets recipients watch your message without leaving their inbox.