All articles with "marketing" tag

Needs assessment

Each organization is a complex unity. This is why it’s often difficult to realize what prevents the company from growing. Needs assessment helps analyze the business needs and pave the way for attaining them and ensuring its constant growth.    What is a needs assessment? Needs assessment, also called ‘environmental scan,’ is a process that involves […]

Brag book

We all grew up with an opinion that bragging is not good. Every time we find ourselves bragging makes us feel uncomfortable about who we are. But all this has nothing to do with marketing and job interviews. On the contrary, bragging saves advertising and is an excellent strategy that ensures success. It’s not bragging […]

Deferred revenue

If you have received revenue, it doesn’t necessarily mean it has already been earned. Often, you can deal with deferred revenue – something most SaaS subscription companies are familiar with. What is deferred revenue? Deferred revenue is also known as unearned revenue or deferred income, It’s payment received by a company in advance for services […]

Puppy dog close

Puppy dog close is a sales technique allowing prospects to test the product or service for several days before making a decision. It offers a free trial or a test period before clients agree to close a deal. This technique relieves pressure and develops a trusting rapport with customers. According to the prospects’ experience, allowing […]

Bad leads

When it comes to lead generation, higher quantity doesn’t mean better quality. The biggest mistake marketers make is getting hundreds of leads, whom salespeople will further estimate as ‘bad.’  Who are bad leads? Bad sales leads are low-qualified prospects who have a low likelihood of buying from a company. Often called ‘tire kickers,’ they have […]

Business development representative (BDR)

A business development representative (business developer or BDR) is a member of the sales team. Their duty is drawing new business opportunities to the company. This includes cold calls, cold email campaigns, all kinds of networking, and social marketing. In its turn, business development is the activity of generating strategic chances for a company – […]

Clawback

After the global financial crisis of 2008, companies started to add clawback provisions to contracts more often. The reason is that they allow businesses to cover incentive compensation from CEOs if there are any flaws in the company’s fiscal reports.  What is a clawback? A clawback is a contractual requirement that presupposes that funds previously […]

Closing ratio

Closing ratio, or close rate, is a measure that shows how efficiently a sales professional or a sales team performs. It tracks how many sales have been closed compared to the number of proposals given. In other words, it tracks how many leads out of all prospects made a purchase. How to calculate the closing […]

Buyer behavior

Buyer behavior refers to the decision and acts people undertake to buy products or services for individual or group use. It’s synonymous with the term “consumer buying behavior,” which often applies to individual customers in contrast to businesses. Buyer behavior is the driving force behind any marketing process. Understanding why and how people decide to […]

Emotional sale

There’s no secret that the majority of people buy relying on their emotions, not logic. They listen to the heart over the head. To marketers, it means a world as it opens a lot of possibilities to improve business with an emotional sale.  Find out what makes emotional sales so effective and how to incorporate […]

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