Sales Objections

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 brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

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

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

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

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

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

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

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

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

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

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

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

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

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

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

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

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

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

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

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

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

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

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

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

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

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

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

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

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

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

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

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

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.

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

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

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

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

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

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

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

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

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

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

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

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

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

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

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

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.

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

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.

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

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

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

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

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

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

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

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

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

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

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

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

Product-Led Growth (PLG) is a business strategy where the product itself drives user acquisition, conversion, and expansion.

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

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

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

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

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

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

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

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

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

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

Sales Engineers blend deep technical knowledge with sales acumen, demonstrating a product's value and solving customer problems to drive revenue.

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

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

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

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

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

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

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

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

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

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

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

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

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

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

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.

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