Sales Training

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

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

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

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

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

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

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.

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

Customer churn rate is the percentage of subscribers or customers who cancel their service with a company during a given time frame.

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

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

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

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

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

WordPress is a free, open-source content management system (CMS) that allows you to easily create, manage, and publish websites and blogs.

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

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

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

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

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

Video messaging involves sending short, personalized video clips to prospects or customers, replacing traditional text-based communication.

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 B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

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

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

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.

Account-Based Marketing (ABM) benchmarks are key metrics used to measure the performance and success of your targeted account strategies.

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

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

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

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

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

A touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

Learn about B2B sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

Sales productivity is the measure of a sales team's efficiency, focusing on maximizing revenue generation while minimizing the resources spent.

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

A marketing budget breakdown is a detailed plan that allocates your total marketing funds across various channels, campaigns, and activities.

Affiliate networks are platforms that act as intermediaries between publishers (affiliates) and merchant affiliate programs.

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

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

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

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.

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

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

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

Direct-to-consumer (D2C) is a sales strategy where a brand sells its products directly to end customers, bypassing any third-party retailers.

Serverless computing is a cloud model where the provider manages servers, so developers can focus on code without worrying about infrastructure.

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

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

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.

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

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

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

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

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

An inside sales rep sells products or services remotely from an office, using digital tools like phone and email to connect with customers.

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

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

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

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

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

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

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

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

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

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

MEDDICC is a sales qualification framework for complex B2B deals. It helps reps identify and validate key aspects of an opportunity to close more effectively.

Sales conversion rate is the percentage of prospects who take a desired action, like making a purchase, turning them into customers.

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

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

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

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

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

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

Sales territory planning is the process of dividing customers into geographic areas to be assigned to specific sales reps or teams.

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

The buying cycle is the journey a customer takes from first realizing they have a need to making the final purchase decision.

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

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

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

CCPA compliance is adhering to the California Consumer Privacy Act, a law that grants consumers more control over their personal data.

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

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.

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

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

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.