Companies implementing a structured sales process increase revenue, performance, and forecasting accuracy. Learn more about the 7-step sales process your…
Field sales, also known as outside sales, occur when salespeople sell the company’s product or service face-to-face at industry events,…
Bad leads are prospects who have a low probability of buying from a company. Here’s how to deal with bad…
Buyer behavior refers to the actions people take to purchase products and services. Find out buyer behavior types and patterns.
A marketing qualified lead, or MQL, is a lead who has not yet bought from a company but has a…
Lead qualification is finding prospects who fit your ideal customer profile and have a high chance of becoming customers. Here’s…
Click-through rate, also known as CTR, is the ratio of clicks on a specific link to the number of total…
Triggers are used for different purposes and are in particular demand in online marketing campaigns. Find out how they work,…
Prospecting is the process of defining and actively finding new cold leads with the goal of filling your sales funnel…
The core task of lead nurturing is to help convert leads from one stage of the sales funnel to another.…
Outbound sales are a sales process in which a sales rep initiates communication with a customer from their end. Here…
In sales terms, a white whale (or simply whale) is a lead that has the potential to bring enormous sales…
Lead generation is the process of attracting and capturing potential prospects. Here are the most popular lead generation channels and…
A prospect is a potential client who is in the market for your product and has the resources needed to…
A buyer persona is a profile of your ideal customer based on the real data of your existing customers and…