Unit economics is a method applied to analyze a company’s cost to revenue ratio in relation to its basic unit.…
An account development representative (ADR) is a member of the sales team responsible for identifying and qualifying new opportunities for…
A sales methodology is a set of principles a sales team should follow to understand how to perform their roles…
The bottom of the funnel (BOFU) is the last stage in the buyer’s journey when a lead makes a purchasing…
MOFU refers to the next stage in the buyer’s journey after TOFU, which focuses on consideration. Here are MOFU content…
Base salary is a fixed sum of money that an employer pays to employees in exchange for their accomplished work.…
Sales critical questions are open-ended questions sales reps commonly use during cold calls to make a better contact and build…
Firmographics are a collection of descriptive attributes used by B2B organizations to segment their target market and discover their ideal…
A sales director is a position the company offers to a person who will be responsible for leading a sales…
Rapport is a close and harmonious relationship in which people understand each other's feelings or ideas and communicate well. Find…
Ramp-up is a massive increase in the production of products or services that a company sells, usually due to entering…
A point of contact (POC) is a person or a team that serves as the coordinator of information concerning an…
A baseline is an attributed value of everything outside of your marketing efforts, including all costs, sales, or other variables…
A buying signal is an action indicating an opportunity for a sales representative to make contact with a prospect. Find…
Field sales, also known as outside sales, occur when salespeople sell the company’s product or service face-to-face at industry events,…
Sales compensation is payment that salespeople get for their work. As a rule, it includes a base salary, commission, and…
Needs assessment is a systematic approach that involves determining the company’s needs and finding the ways of improving its structure,…
A brag book is a collection of testimonials and case studies from satisfied customers. It can also be a work…
Deferred revenue is payment that the company gets in advance for the goods and services not yet delivered or provided.…
Puppy dog close is a sales technique allowing prospects to test the product or service for several days before making…
Bad leads are prospects who have a low probability of buying from a company. Here’s how to deal with bad…
A business development representative (BDR) is a member of the sales team whose duty is drawing new business opportunities to…
A clawback means that funds previously assigned to an employee must be returned to an employer. Here are examples of…
Closing ratio, or a close rate, is a measure of your sales team’s efficiency. It shows the proportion of closed…
Buyer behavior refers to the actions people take to purchase products and services. Find out buyer behavior types and patterns.
Emotional sale refers to marketing that uses emotions to make prospects notice, share, and buy your company’s product or service.…
Zeroed out is when a salesperson makes their draw balance equal to zero by earning enough commission.
BANT is a marketing qualification approach that lets sales reps determine whether a lead is a good fit based based…
Cost per impression (CPM) is the cost one will pay for each thousand ad impressions. Find out how to calculate…
The most efficient sales are performed fast. Once you lose momentum, time kills all deals. Here is how to force…
Monday morning meeting is a practice of conducting meetings on Monday morning with the whole team. Here are the tips…
A sound bite is a short, catchy piece of video, audio, or speech chosen to give the essence of what…
A sales pitch is a short sales presentation aimed to convince a new or existing customer to close a sale.…
Sandbagging is a tactic of diminishing the expectations of a business's strengths and core expertise to generate greater-than-expected results. Here…
Opt-in means that a person permits a company to send emails to them, for example, by signing up at a…
A sales call is a pre-arranged face-to-face meeting between a salesperson and prospect. Here's how to make a sales call.
Top of the funnel (TOFU) is the first stage of the buyer’s journey that focuses on awareness. Here are TOFU…
Ideal customer profile is a hypothetical description of a perfect customer that would benefit from your solution and provide you…
Customer relationship management (CRM) is a technology for managing all business relationships and interactions with existing and potential clients. Here…
An annual sales report helps analyze the trends that took place in the business’ sales volume over a year and…
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…
Inside selling is the process of selling products remotely by making phone calls and sending emails, as opposed to going…
Direct selling is the selling of products in a non-retail setting, for example, at home, online, or other venues that…
A key performance indicator, also known as KPI, stands for a quantifiable measurement used to evaluate the success in meeting…
Infrastructure as a service (Iaas) is a cloud computing model of delivering infrastructure services over the internet. Here's how IaaS…
Cold calls are unsolicited sales calls to prospects who don’t know the company. Here’s how to cold call effectively.
A sales cycle includes all the steps of a sales process, starting from the first customer contact to closing the…
A cold email is an initial email you send to a potential customer without prior contact. Here's how to create…
Call to action (CTA) is a statement intended to persuade visitors to perform a certain action. Here's how you can…
Net Promoter Score is a measure of customer satisfaction and loyalty to a company. Here's how to calculate NPS.
Click-through rate, also known as CTR, is the ratio of clicks on a specific link to the number of total…
Inbound sales is the methodology of identifying and exploring leads, improving their experience, and leading them to a purchasing decision.…
Sales turnover is a measure for evaluating how much of its products or services a business sells within a defined…
An MVP (a minimum viable product) is an early version of the product that has limited features and is only…
A warm call is contact made with a prospect who is already aware of your company, product, or service in…
Unique selling point is a product's main advantage over the competition. A unique selling point can be a feature, special…
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…
Buying intent, also known as purchasing intent, is the probability, the degree of willingness and inclination of consumers to buy…
Conversion is an action that moves a potential customer along the sales funnel. There are many types of conversions —…
B2C, or business-to-consumer, describes business relationships between a company and an individual person (consumer or customer). Here’s everything you need…
Onboarding is the process of acquainting new users or customers with your service or product to reduce churn rate, improve…
Conversion rate optimization is the process of improving the percentage of visitors to your website that convert (aka the conversion…
Conversion rate is the formula for determining the ratio of sales or conversions per visitor. It can also refer to…
Cost per click, also known as CPC and PPC, is a web marketing method used to draw target traffic to…
Decision-makers are people within a company who have the power to make financial decisions. Here's how to identify, approach, and…
Forecasting is a part of the sales and market analysis that helps predict future sales, trends, numbers, and characteristics in…
A unicorn is a word used in the venture funds industry to indicate a tech startup with a total market…
A head buyer is the final decision-maker for products, goods, and services a company is buying. Read more on head…
A sales funnel is a series of steps a lead goes through before they reach the point of buying. Here…
Fair market value, or FMV, is a price a willing, knowledgeable, unpressured buyer is willing to pay to a willing,…
ROI, or return on investment, is the calculation of gain or loss of money invested. Here's 5 ways how to…
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…
Mirroring is a sales and negotiations method in which a person replicates physical and verbal behavior of the other in…
MRR, or monthly recurring revenue, is a calculation to get a predictable measure of revenue stream. Here's how to calculate…
A statement of work (SoW) is a document created to plan a project and manage client expectations. Here are the…
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…
A drip campaign, or drip marketing, is using a series of pre-planned, automated emails to clients and prospects to encourage…
B2B (business-to-business) is a transaction type made between businesses. Find out the difference between vertical and horizontal B2B.
The concept of e-commerce is simple - it’s the commercial transaction made online. However, there are many types of e-commerce.…
Targeting is a marketing strategy that involves selecting specific personas or markets for specific content. Here are the most common…
AIDA is a highly effective copywriting formula that focuses on a specific consumer, resulting in a more personal and individual…