Social selling is a sales approach that involves using social media platforms to identify, connect with, and nurture relationships with potential customers.

A Service Level Agreement (SLA) is a formal document that lays out the expectations between two parties: typically, a service provider and a client.

Needs-based selling is a customer-centric sales approach that focuses on understanding the specific needs, desires, and pain points of individual customers.

Virtual sales training refers to the process of imparting sales-related knowledge, skills, and strategies to sales professionals through online platforms, virtual classrooms, webinars, and interactive digital resources.

Strategic account planning is a process of identifying and prioritizing a company's most important customers and developing a strategy to build and maintain strong, long-lasting relationships with them.

Consultative selling is a customer-focused approach that aims to build relationships with clients and understand their needs before offering solutions. This approach is becoming increasingly popular in today's business world as customers demand personalized solutions that fit their unique needs.

Bluebird Sales is a sales methodology that emphasizes the importance of building solid relationships with customers in order to drive sales growth.

SPIN is a sales technique and acronym that stands for Situation, Problem, Implication, and Need-Payoff. It was developed by Neil Rackham in his book "SPIN Selling," and is a framework for asking effective questions and uncovering customer needs.

Lead qualification refers to determining which customers are most likely to make an actual purchase. It's an integral part of the funnel, which often takes in many leads but only converts a small amount of them. 

Foundational readiness is all about creating a ready-to-execute onboarding plan for every role in the sales team. The main goal of the foundational readiness is to accelerate new agents' time to full productivity and improve knowledge retention across every possible sales role in the sphere.

Sales readiness is certifying whether salespeople possess the skills and knowledge needed to have effective conversations throughout the buyer's journey.

A sales enablement tool connects your content, marketing, and sales processes. It allows you to follow the sales path from start to finish, tracking analytics and content usage to determine what works best for your business.

Sales ramp-up time is the amount of time it takes a new salesperson to complete training and reach full productivity.

Sales onboarding is the process of integrating new sales employees into a company, providing them with the necessary knowledge, tools, and resources to become productive members of the sales team.

Sales training is the development of skills and techniques related to creating and exploring new sales opportunities, driving seller behavioral change, and closing sales for an organization.

Sales productivity is a relationship between a salesperson’s efficiency (inputs) and effectiveness (outputs). Gains in productivity are achieved by optimizing rep efficiency and effectiveness — in simple terms, you are looking to maximize output by reducing inputs such as time, cost, and effort.

Sales operations is a set of business activities and processes that help a sales organization run effectively, efficiently and in support of business strategies and objectives.

Sales engagement is a sequence of interactions between a salesperson and a prospect throughout the sales cycle. Most of them take place on calls, emails, or social media, allowing companies to build scalable engagement strategies that accelerate revenue growth.

Sales enablement is about the effective use of people, different processes, and technology to increase sales productivity and revenue. Simply put, it is the process of giving your sales team everything they need to close more deals.

A sales cycle is the repeatable and tactical process salespeople follow to turn a lead into a customer.

Sales coaching is the process of developing and mentoring a salesperson through one-on-one relationships with a manager or peer.

Sales automation is the mechanization of manual, time-consuming sales tasks using software, artificial intelligence (AI), and other digital tools.

Cold Outreach is when you contact people (via email, message, phone, etc.) you have no prior relationship with the purpose of pitching your product/service.

Channel sales is simply a sales strategy in which a parent company sells products through another company.

A sales champion is a stakeholder within a prospect's organization who sells your product or service to their colleagues on your behalf.

Call to action (CTA) is a marketing term for any design to prompt an immediate response or encourage an immediate sale.

The buyer's journey describes a buyer's path to purchase. In other words, buyers don't wake up and decide to buy on a whim. They go through a process to become aware of, consider and evaluate, and decide to purchase a new product or service.

A buyer persona is a research-based and semi-fictional representation of your ideal customer. Buyer personas describe your ideal customers, their days, the challenges they face, and how they make decisions.

Business development entails tasks and processes to develop and implement growth opportunities within and between organizations.

A brag book is a place where you record all your accomplishments, awards, wins, and even affirmations or quotes from your colleagues.

A sales battlecard is an internal document, typically a one-page cheat sheet, of high-value talking points created specifically to help your sales team close deals.

A “BASHO email” is a fancy name for a very personalized B2B email, usually addressed to a decision-maker at a high-value account.

BANT is an acronym for budget, authority, needs, and timeline, and it is a type of sales lead qualification process designed to identify leads worth pursuing.

Autoresponders are messages set to go out automatically after a contact subscribes to your list.

ACV (annual contract value) is a key metric that shows you how much an ongoing customer contract is worth by averaging and normalizing its value over one year.

Account-based marketing (ABM) is a business marketing strategy that concentrates resources on a set of target accounts within a market.

An account executive is a manager who has primary responsibility for a corporate account, whether it be for an individual or a corporate client.

An account-based selling strategy treats each account as a market of one. This strategy targets companies, or 'accounts', rather than single contacts, or leads, within the company.

Always Be Closing (ABC) is a motivational phrase used to describe a sales strategy. It implies that a salesperson following the regimen should continuously look for new prospects, pitch products or services to those prospects, and ultimately complete a sale.

AIDA stands for Attention, Interest, Desire, and Action. Each term represents a stage of a consumer's buying journey.