Objection Handling

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

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

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

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

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

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

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

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

Single Sign-On (SSO) is an authentication method allowing users to access multiple applications with one set of login credentials.

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

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

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

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

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

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

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

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

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

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

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

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

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

Learn about business continuity, including understanding key components, steps to ensure continuity, common challenges, & best practices.

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

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

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

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

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

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

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

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

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.

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

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

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

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

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

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

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

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

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

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

“No Spam” is a commitment to sending only relevant, solicited messages. It means avoiding bulk, unwanted emails to respect the recipient's inbox.

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

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

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

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

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

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

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

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

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

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

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

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

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

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

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

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

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

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

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

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

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

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.

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

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

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

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

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

Lead generation software helps businesses automate finding and capturing potential customers' contact information to build sales pipelines.

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

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

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

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

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

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