All articles with "sales-management" tag


A sales call-back is a prospect’s call you expect to get after leaving a voicemail message. Find out effective voicemail script techniques for getting a sales call-back.

Purchase order (PO)

A purchase order (PO) is a fiscal document a buyer sends to a vendor to authorize a purchase. Here’s how to make a purchase order.

EOM (end of month)

EOM (end of tmonth) in sales is the monthly deadline for salespeople to achieve the goals set at the beginning of the month. Find out EOM sales techniques and examples.

Request for information (RFI)

A request for information is a document that a company uses to request information about a product or service from suppliers. Find out how to write an RFI.

On-target earnings (OTE)

On-target earnings (OTE), also known as on-track earnings, refer to the expected total pay an employee can get after achieving all required goals. Here’s how to calculate them.

Goal card

A goal card is a tool that allows visualizing your goals and staying focused on reaching your targets. Find out how to compose an effective goal card.

Channel sales

Channel sales are a sales model that presupposes distributing your product or service to the market through third parties. Find out channel sales pros and cons.

Account development representative (ADR)

An account development representative (ADR) is a member of the sales team responsible for identifying and qualifying new opportunities for the sales organization.

Sales methodology

A sales methodology is a set of principles a sales team should follow to understand how to perform their roles no matter what situations they may face during the sales process. Here are sales models examples.

Bottom of the funnel (BOFU)

The bottom of the funnel (BOFU) is the last stage in the buyer’s journey when a lead makes a purchasing decision. Here are BOFU content examples.

Middle of the funnel (MOFU)

MOFU refers to the next stage in the buyer’s journey after TOFU, which focuses on consideration. Here are MOFU content examples.

Sales director

A sales director is a position the company offers to a person who will be responsible for leading a sales department and guiding it toward achieving a company’s sales goals.

Top of the funnel (TOFU)

Top of the funnel (TOFU) is the first stage of the buyer’s journey that focuses on awareness. Here are TOFU content examples.

Annual sales report

An annual sales report helps analyze the trends that took place in the business’ sales volume over a year and forecast future sales performance. Find out what sales metrics to report on.

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