Account-Based Marketing (ABM)
Account-based marketing (ABM) refers to B2B marketing that targets individual prospects or customer accounts. It is the polar opposite of ‘spray-and-pray’ marketing which targets an ocean of accounts with generic messaging or a targeted campaign that targets a large number of prospects.
ABM is a marketing strategy that relies on identifying high-value accounts that fit an organization’s ideal customer profile (ICP). The next step is to create customized content to engage specific individuals within those accounts. The popularity of ABM is due to the fact that personalized and highly targeted campaigns are more likely to resonate with key decision-makers and result in revenue growth.
TL;DR: The strategy of targeting specific accounts with messages that are tailored to them.
A battlecard is an indispensable tool for sales teams. Sellers use battlecards to communicate the competitive benefits of their solutions. It typically includes information such as:
- An overview of the product or service
- Key customer benefits and value proposition
- Comparison of a product or service with its top competitors
- Frequently asked questions, including responses to typical objections
- Social proof, such as customer testimonials, case studies or logo mentions
The right battlecard acts as a quick reference guide that reps can use during sales calls to explain the value of a product as well as respond to competitive objections effectively.
TL;DR: A document that outlines the benefits and competitive positioning of a solution.
BANT is a sales qualification methodology for identifying prospects with potential. It’s an acronym that stands for Budget, Authority, Need, and Timeframe.
By analyzing an opportunity's budget, authority to make decisions, needs, and time to purchase, sales reps can rank accounts by potential value and predict their success.
TL;DR: A framework for selecting high-value accounts and prioritizing them.
Buyer enablement is a strategic approach that empowers buyers to make purchase decisions aligned with their overall business objectives while also helping to speed up the sales process. To accomplish this, buyers are provided with the information, resources, and tools they need to make educated buying decisions.
Buyer enablement typically includes creating and distributing educational content, leveraging sales enablement tools and technologies, and providing training and coaching to sales teams. The objective is to remove hurdles in the purchase process so buyers can make decisions quickly and with greater confidence.
TL;DR: Helping buyers make informed purchase decisions by providing the right resources.
Who are you trying to reach with your product or service? Who will benefit most from your solution? A buyer persona is a description of the specific type of customer who may be interested in a company's solution. It is important to define personas based on characteristics such as demographics, behavioral patterns, motivations, and goals.
The buyer persona influences a company's go-to-market strategy, product roadmap, and even the overall business plan. Knowing the characteristics of a target audience can help companies develop better solutions and craft effective communications to increase conversion rates and drive revenue growth.
TL;DR: A generalized profile of the target audience for a product or service.
The buying process refers to the steps a buyer takes before purchasing a product. It typically includes the following stages:
- Identifying a problem: The buyer becomes aware of an issue they have or a problem that needs solving.
- Gathering information: The buyer seeks out information on solutions that may be able to address their concern.
- Evaluating alternatives: The buyer compares different options and evaluates which one will best fit their needs.
- Buying decision: The buyer decides on a specific solution to purchase.
- Post-purchase phase: The customer evaluates the impact of the purchased product or service.
It’s important to note that all paths to purchase are not the same. For example, the process for B2B buying is longer, more complex, and involves far more stakeholders when compared to B2C buying. B2B purchasing can also be non-linear with stakeholders revisiting different steps over time. The type of product or service being purchased also impacts the buying process.
TL;DR: The actions a buyer takes before making a purchase.
Organizations gather and analyze competitor information to gain a strategic advantage in the marketplace. The process of gathering competitive intelligence is an ongoing one.
There are many activities that fall under the gamut of customer intelligence, such as following the product roadmap of competitors, keeping track of their marketing and advertising campaigns, and keeping tabs on their customer wins. There are several ways to access this information, including industry events, online searches, social media channels, and one-to-one engagement with customers and partners.
The information and insights gathered is then used to devise an effective competitive strategy. The process can include refining product positioning, developing marketing strategies, and training salespeople to stay ahead of the competition.
TL;DR: Collecting and analyzing competitive information for strategic advantage.
Content management system (CMS)
In the context of sales enablement, a content management system (CMS) is a software solution that allows organizations to organize, store, and distribute sales collateral to sales teams, partners, and customers. This can include sharing assets like pitch decks, product datasheets, case studies, battlecards, and product demo videos.
The features of a CMS can vary according to its complexity. Most tools, however, allow users to:
- Create, edit, and update sales content in different formats such as PDFs, landing pages, documents, presentations, spreadsheets, and videos
- Manage access to the content
- Categorize content using folders and tags so that content is easy to find
- Share content with customers via email, social media, or other digital channels
- Track and measure content engagement with metrics such as views, downloads, and shares
Content Management Systems are indispensable for enablement teams to help boost sales productivity and effectiveness. When sales representatives have easy access to relevant sales content, they engage customers more effectively and close deals faster.
TL;DR: A tool to organize, store and distribute sales content.
The Challenger Sale methodology holds that salespeople who challenge their customers' status quo and show them new possibilities are more likely to close deals. This concept was popularized by Brent Adamson and Matthew Dixon in their book, The Challenger Sale.
The book divides B2B sales reps into five profiles: the challenger, the hard worker, the lone wolf, the relationship builder, and the problem solver. Challengers were found to be more successful at winning deals than other profiles. According to the book, other sales reps can also be trained to act like Challengers to improve their performance.
TL;DR: A sales methodology that changes the way customers think about their business needs.
Content engagement refers to the degree of interaction and interest customers or prospects have with sales content. Different metrics are used to measure how well the content resonates with customers and how effectively it meets their needs, including:
- Number of views and downloads of a piece of content
- Time spent on different pages or sections of content
- Qualitative and quantitative insights into feedback received on shared content
Sales enablement teams use content engagement insights to determine which content works best and make adjustments to improve their sales content strategy.
TL;DR: Measuring the impact of sales content.
Conversational intelligence (CI) tools help capture, analyze, and understand customer interactions. It leverages machine learning and natural language processing in order to understand the meaning, context, and sentiment of written and spoken language.
A conversation intelligence application can help reps gain valuable insights by recording, transcribing, and analyzing sales calls. For example, CI software can help identify high-impact conversational topics with potential buyers or train new sales reps on best practices.
TL;DR: Gain strategic insights into customers by analyzing customer interactions.
Customer Relationship Management (CRM)
Customer relationship management (CRM) systems help capture, manage, and analyze customer interactions and data throughout the customer lifecycle.
A CRM solution automates and streamlines sales processes, such as lead generation, qualification, and tracking, and provides sales teams with real-time customer data, insights, and analytics to improve their sales performance.
Additionally, CRM systems can also be used to improve communication and coordination across different departments, such as sales, marketing, and customer service, and deliver a more seamless and personalized customer experience.
TL;DR: CRM tools help reps better manage customer interactions and provide insights to make sales, marketing, and customer success teams more effective.
Customer Acquisition Cost (CAC)
Customer acquisition cost (CAC) is the cost incurred in acquiring a new customer. CAC is calculated by dividing total marketing and sales costs by the number of new customers.
CAC is a key metric in measuring the efficiency and profitability of acquiring customers. Today, businesses go to great lengths to lower their CAC. As part of this process, data-driven decisions are made regarding marketing expenditures, sales enablement efforts, and sales effectiveness.
TL;DR: Amount spent on acquiring new customers divided by number of new customers.
Customer Lifetime Value (CLV)
Customer lifetime value (CLV) measures the net profit a business can earn from a customer over the course of their relationship.
CLV is used as a benchmark to inform investment decisions in customer acquisition and retention strategies. A high CLV indicates that a customer is valuable to the company and retaining them will deliver a good return on investment. A business may need to deprioritize customers with a low CLV in order to optimize its resources.
TL;DR: Predicted net profit from a customer over time.
Digital Sales Room
A digital sales room (DSR) is a branded microsite where sellers showcase their solutions to potential customers. They provide an interactive platform for sales reps to engage with customers and demonstrate the value of their offerings through relevant content.
Digital sales rooms offer distinct advantages over traditional sales touchpoints, including:
- Flexibility: Sales reps and customers can access digital sales rooms from anywhere, at any time.
- Scalability: Gartner has found that buying teams have 11 or more people involved in purchase decisions. In a DSR, it's easier to keep several people on the same page than to send multiple attachments by email.
- Personalization: Sales reps can tailor content to meet the specific needs of individual prospects and ensure a unique buyer experience.
- Data tracking: Digital sales rooms can provide real-time analytics on customer engagement, allowing sales reps to adjust their approach in real-time.
Digital sales rooms enable your reps to serve buying teams better by sharing relevant content, updates, and action plans, all from one secure place. It can help boost sales productivity and win rates.
TL;DR: An interactive virtual environment for sellers to connect with customers.
A discovery call, also known as a qualification call, is an initial sales call between a rep and a potential customer. Discovery calls are used to gather information and qualify opportunities.
The goal of a discovery call is to understand the customer's needs, challenges, and objectives. Reps should be able to determine if there is a fit between the customer's requirements and the company's products or services.
A discovery call is typically used to:
- Gain insights into the customer's pain points and challenges
- Identify the type of solutions they need
- Determine if the solution being offered can add value
- Build rapport with the customer and establish credibility
A successful discovery call can lead to a deeper conversation and help move the sales process forward. In addition to qualifying opportunities, it also helps focus on those that are most promising.
TL;DR: A salesperson's initial call to gather information and qualify opportunities.
How can businesses engage with customers and convince them to buy their solution? Go-to-market (GTM) strategies are designed to answer this question.
A go-to-market strategy is a plan businesses follow to introduce new products or services. It can either be a sales-driven or a product-driven approach.
Some B2B companies use a sales-led approach in which marketing drives interest in a product and sales teams convert prospects into customers. Product-led GTM strategies, on the other hand, use the product itself to acquire and retain customers.
A GTM strategy aligns sales and marketing efforts and provides a roadmap to market a product or service effectively.
TL;DR: A strategy for generating revenue for a product or service.
Ideal Customer Profile (ICP)
A business's Ideal Customer Profile (ICP) describes the target customer for its solutions. Although 'target customer' is a broad term, the ICP focuses only on the most valuable customers.
The ICP defines the characteristics of the customers who are most likely to benefit from a company's offerings. This includes:
- Demographic data such as age, profession, and income
- Firmographic information such as industry, location, and company size
- Behavioral patterns
- Pain points and challenges
The ICP helps a business focus its sales and marketing efforts on the right prospects and prioritize its resources effectively. It can lead to faster sales cycles, higher conversion rates, and greater customer lifetime values.
TL;DR: Description of the target customers for a business's solutions.
Learning Management System (LMS)
A Learning Management System (LMS) is a centralized platform to manage, deliver, and track employee training programs. It is used by sales enablement (and other functions) to create and deliver training programs and educational content to sales teams. The LMS is used to track rep participation, progress, and performance.
The use of an LMS can help organizations streamline their training and development efforts and make training materials readily available to employees.
TL;DR: A centralized platform for organizations to manage, deliver, and track their sales training programs.
MEDDIC / MEDDPICC
MEDDIC is a sales methodology that stands for:
- Metrics: Key performance indicators that the customer uses to measure success.
- Economic Buyer: The person who has the authority and budget to make a purchase decision.
- Decision Criteria: The determining factors that the customer uses to make a purchase decision.
- Decision Process: The steps that the customer takes to make a purchase decision.
- Identify Pain: The specific pain points that the product or solution solves for the customer.
- Champion: The customer advocate who is passionate about your solution and helps drive the sale forward.
MEDDPICC is a variation of MEDDIC that includes a P that stands for Paper Process and C that stands for Competition.
MEDDICC or MEDDPICC can be used by sales reps to identify and understand the key factors that influence a customer's purchase decision. Using this information, a more effective sales strategy can be developed, leading to greater success.
TL;DR: A sales methodology for understanding the key factors that influence a customer’s purchase decision.
Sales onboarding is the process of orienting new sales hires to a company and its solutions, customers, culture, and sales processes. The goal of sales onboarding is to quickly and effectively integrate new sales reps into the organization and help them contribute to the company's revenue goals.
The onboarding process usually includes a combination of training sessions, solution demos, and role-playing exercises. Trainees are also asked to observe and shadow experienced sales reps in order to receive personalized coaching and mentoring.
The onboarding process can significantly impact the success of new sales hires. An effective sales onboarding program can help new sales reps become productive more quickly, shorten the sales cycle, and increase overall performance.
TL;DR: Bring in new sales hires and get them ready to contribute to revenue growth.
An opportunity is a potential sale or deal with an existing customer. It represents a chance for a salesperson to engage with a prospect, understand their needs, and present a solution that can meet those needs.
Opportunities are typically identified through the sales process, including lead generation, prospecting, and qualification. The salesperson works to move the opportunity through various stages, such as discovery, qualification, demonstration, and closing, until the sale is either won or lost.
Opportunities represent revenue growth potential that are used to forecast sales and track rep performance.
TL;DR: A potential sales transaction or deal with a prospect or customer.
Product knowledge refers to the understanding of a solution's features, capabilities, and use cases. It is considered a critical component of a salesperson’s success.
There are many ways to gain product knowledge, including training sessions, demos, shadowing experienced reps, and ongoing product education. It is common for sales enablement programs to include training sessions and relevant resources to help sales reps keep up with product updates.
A salesperson with strong product knowledge can better engage with customers, understand their needs, and present a solution tailored to their requirements. As a result, sales reps are able to handle objections more effectively and close deals faster.
TL;DR: A salesperson's understanding of the capabilities and benefits of a solution.
A prospect is a potential customer who has shown interest in a solution and may be a good fit. A salesperson identifies prospects with a need that the product can address. Prospects are then qualified based on their level of interest and urgency, in order to advance the opportunity forward.
Prospecting involves finding and identifying potential customers. It is a critical component of the sales process and a key focus of sales enablement programs.
TL;DR: An interested customer who can benefit from a solution.
Ramp Up Time
Ramp-up time refers to the time it takes for a new sales hire to become fully productive and achieve their expected sales quota. Ramp-up time is a key metric for measuring the effectiveness of the sales onboarding program, sales enablement programs, and the overall sales process.
When ramp-up times are shorter, new sales hires become productive faster and contribute to the company's revenue goals sooner. Sales enablement programs often include techniques to reduce ramp-up time, including sales onboarding, ongoing training and coaching, and access to sales tools and resources.
TL;DR: Time taken by a new sales hire to become fully productive and reach their expected sales quota.
Revenue enablement is the process of ensuring that sales, marketing, and customer success teams are working together to drive revenue in a predictable and scalable way. In order to be effective, revenue enablement must be tailored to the specific needs of an organization.
It’s important to note that revenue enablement is different from sales enablement. While sales enablement focuses only on the sales organization, revenue enablement is about streamlining all customer-facing processes in the service of driving revenue.
TL;DR: A sales strategy focused on driving revenue growth in a predictable, scalable way.
Revenue operations (RevOps) involves aligning and optimizing the activities of different departments such as sales, marketing, customer success, and finance that contribute to revenue growth.
By integrating data, technology, and processes, RevOps improves revenue-related decision-making and performance monitoring. This leads to a more effective revenue creation process, from lead generation to customer retention.
TL;DR: Optimizing revenue generation processes for sustained growth.
Sales cadence is a structured approach for engaging with potential customers. A sales rep may follow a specific sequence of activities when connecting with prospects, including emails, phone calls, and follow-ups.
A well-designed sales cadence can help sales teams prioritize their efforts, ensure consistent communication with prospects, and improve their chances of success.
TL;DR: A structured approach to prospect engagement.
The goal of sales coaching is to help salespeople improve their skills, knowledge, and performance through guidance, training, and feedback. Sales coaching is designed to assist reps in achieving their goals and improving their overall sales performance.
Sales coaching may involve one-on-one sessions with a sales manager or peer, team training sessions, role-playing exercises, and other forms of instruction and feedback. It aims to help reps develop the skills they need to succeed in their role, such as product knowledge, communication skills, and relationship building.
TL;DR: Programs designed to help salespeople get better at selling.
Sales content refers to any materials, such as presentations, documents, case studies, proposals, emails, videos, and more, that are created and used by reps to support the sales process. The goal is to help reps effectively communicate the value of their solutions, address customer needs, and close deals in the shortest time possible.
An agency or in-house team can develop sales content. It can be customized for specific sales situations and customer segments. Effective sales content should be relevant, engaging, and designed to build credibility and trust with prospects.
TL;DR: Collateral used by reps to support the selling process.
Sales enablement refers to all the activities aimed at equipping sales teams with the right knowledge, skills, and resources they need to sell effectively.
The goal of any sales enablement initiative is to improve sales productivity and grow revenues by providing reps with the tools and information they need to sell better and faster. This may include sales training programs, sales content, customer insights, sales enablement tools, and more. The right sales enablement helps reps with the support they need to engage with prospects, build relationships, and close deals.
TL;DR: Empowering reps with the knowledge and tools needed to sell effectively.
Sales enablement tools
Sales enablement tools are technology solutions designed to support sales teams in their selling efforts. These tools can include:
- Sales content management systems that store, organize, and distribute sales content
- Sales training and coaching platforms that provide reps with training, feedback, and resources
- Conversational intelligence tools that record, transcribe, and analyze sales calls
- Sales analytics and reporting tools that provide sales leaders with insights into team performance and progress.
The goal of sales enablement tools is to streamline sales processes, improve sales productivity, and increase revenue by providing reps with the support they need to sell effectively.
TL;DR: Tools and technology that help sales teams be more productive and efficient.
During the sales cycle, reps typically have multiple interactions with prospects. A sales engagement strategy focuses on guiding sellers on how and when to interact with prospects. A good sales engagement strategy can help:
- Accelerate the ramp-up of new sellers in an organization
- Improve lead prospecting and nurturing
- Research each prospect's needs and deliver tailored messaging
- Bring quick deal closure and increase revenue
TL;DR: The sequence of interactions sellers have with a prospect.
A sales funnel is a visual representation of the customer journey across different stages of the sales process, from initial contact to the final sale.
Typically, the funnel starts with a large number of potential leads, which are gradually filtered through different stages, such as awareness, consideration, and decision. As prospects progress through the funnel, they are evaluated and qualified based on their level of interest and readiness to buy.
The end goal of the sales funnel is to convert as many prospects into customers as possible. The sales funnel is a useful tool for reps to understand and optimize their sales process and grow revenue.
TL;DR: A structured approach to improving prospect interactions in the sales process.
A sales kickoff (SKO) is an annual event that brings together sales teams and business leaders to align on goals, strategies, and best practices for the upcoming year. The goal of most sales kickoffs is to take the lessons from the previous year and provide reps with the tools, information, and motivation they need to succeed.
A typical SKO may include keynote presentations, product training, sales strategy sessions, and team-building activities. The focus is on developing a strong sales team that is motivated and prepared to achieve the company's goals.
A sales kickoff is a valuable opportunity for sales leaders to engage with their teams and ensure that everyone is aligned and focused on hitting revenue targets.
TL;DR: An annual event that aligns sales teams on goals and strategies for the year ahead.
A sales methodology outlines the steps, techniques, and best practices that reps should follow to generate leads, build customer relationships, and close deals.
It provides sales reps with a framework for understanding how to sell more effectively and productively. Some common sales methodologies include Solution selling, SPIN selling, Challenger sale, and Consultative selling.
TL;DR: A framework for selling more effectively and productively.
Sales operations (SalesOps) supports and guides sales teams to achieve their goals. A SalesOps team optimizes sales processes, improves sales productivity, and drives revenue growth. It involves tasks such as sales forecasting, sales planning, sales process improvement, sales technology deployment, and more.
Sales operations works closely with other functions such as marketing and finance to ensure that reps are equipped with the right information and resources.
TL;DR: A business function that provides sales teams with support and guidance.
Sales performance management
Sales performance management is the process of tracking, evaluating, and improving the performance of sales teams in order to grow revenue. It involves setting sales targets, measuring sales performance against those targets, using that information to identify areas for improvement, and providing coaching and feedback to sales reps.
Effective sales performance management helps reps focus on what's important, align their efforts with company goals, and improve their selling skills and results.
TL;DR: The process of tracking, evaluating, and improving the performance of sales teams to maximize revenue.
Sales pipeline coverage
Sales pipeline coverage refers to the ratio of sales reps to potential deals. It is a measure of the capacity of the sales team to manage the flow of deals through the sales process. It ensures that there are enough sales reps available to manage the volume of deals in the pipeline and avoid overloading any one sales rep.
High sales pipeline coverage can be an indicator of a well-functioning sales organization. Low sales pipeline coverage may indicate a shortage of sales reps or capacity issues.
TL;DR: The ratio of sales reps to potential deals in the sales pipeline.
A sales play is a structured and repeatable sales process that describes the steps and activities involved in selling a product. Sales plays are used to streamline the sales process and ensure consistent and effective engagement with customers.
Plays typically include best practices for lead generation, qualification, demonstration, and closing. They often incorporate proven sales techniques and approaches. Sales plays can be tailored to different products, markets, or customer segments and are often integrated into larger sales enablement programs.
TL;DR: Structured and repeatable set of steps involved in selling a product or solution.
A sales playbook is a comprehensive guide that outlines the sales process, best practices, and strategies for sales teams.
An effective playbook provides reps clear instructions on how to be successful in their role, such as information on lead generation, qualification, discovery, demonstration, objection handling, and closing techniques. It may also include product and market knowledge, competitive intelligence, and insights on customer personas.
A sales playbook is a useful tool for onboarding new sales reps, providing ongoing training, and serving as a reference for field teams.
TL;DR: Outline of the sales process, best practices, and strategies reps need to follow.
Sales pitches are structured and persuasive presentations of a solution, with the goal of convincing a prospect to take a desired action. This can involve making a purchase, signing up for a trial, or scheduling a follow-up meeting. Typical sales pitches begin with an introduction, explain the benefits and key features of the solution, and end with a demonstration.
A good sales pitch should be tailored to the specific pain points of the prospect and should be delivered in a clear and concise manner. The goal of a sales pitch is to create a compelling value proposition that motivates the prospect to take action.
TL;DR: The solution narrative used to convince a prospect to take the desired action.
Sales productivity refers to the efficiency and effectiveness of sales teams in driving revenue. It is a measure of the output of sales activities relative to the input of time, effort, and resources. The goal of sales productivity is to maximize revenue generation and reduce the costs of sales.
Sales productivity can be improved by streamlining sales processes, reducing administrative tasks, improving sales skills, and providing reps with the tools and support they need to sell effectively.
Sales productivity is typically measured by tracking key metrics such as the number of deals closed, average deal size, and sales cycle length. Improving sales productivity is a key goal for organizations, as it directly impacts revenue attainment.
TL;DR: The effectiveness of sales teams in hitting revenue goals.
Sales readiness refers to the ability of a sales team to sell a solution effectively and efficiently. For example, a sales team ready to launch a new product would have a clear understanding of the product, the target market, and the competitive landscape.
Sales readiness includes having the right processes and systems in place, such as sales collateral, sales playbooks, and technology solutions, to support reps in their role.
Sales readiness is an important factor in the success of a new product launch. Maximizing revenue growth and minimizing sales risk requires assessing and addressing sales readiness.
TL;DR: Sales teams' ability to sell a product or service effectively.
Social selling refers to the use of social media networks to connect with prospects and customers, build relationships, and ultimately drive sales. Social selling can involve activities such as:
- Building a professional online presence: Create a social media profile, establish a personal brand, and share relevant content.
- Listening and Engaging: Keep an eye on social media platforms for relevant conversations and engage in them to establish credibility.
- Providing value: Offer insights, knowledge, and solutions to prospects and customers that align with their needs and interests.
- Closing sales: Communicate with prospects on social networks and close deals.
Social selling provides a new channel for reaching customers and demonstrate value in a more personal and informal way. Social selling is a key component of modern selling, since it allows organizations to engage with customers in their own environment, and to build a relationship based on trust and value.
TL;DR: Engage prospects and drive sales through social channels.
Sales technology refers to the software, tools, and platforms used by sales teams to improve the efficiency and effectiveness of their sales activities. Sales technology can include:
- CRM systems: Software that helps sales teams manage customer interactions and provides visibility into sales performance and pipeline generation.
- Sales enablement platforms: Tools that provide sales teams with the information, content, and training they need to sell effectively.
- Revenue intelligence and analytics: Software that provides sales teams with insights into customer behavior, market trends, and competitor activity.
- Collaboration and communication tools: Software that helps sales teams communicate and collaborate more effectively, such as instant messaging and video conferencing.
Sales technology helps reps automate routine tasks, access the information they need to sell effectively, and focus on high-value activities. The goal of sales technology is to provide sales teams with the tools and support they need to be successful in their role.
TL;DR: Tools used by sales teams to accelerate revenue.
A value proposition refers to the unique benefits and value that a company's product or service offers to its target customers. A clear and compelling value proposition helps reps understand the unique advantages that they are offering to clients, and how to communicate that value.
A value proposition should answer the following questions:
- What problem does the solution solve for the customer?
- How does the solution differ from other products or services in the market?
- Why should the customer choose the company's solution over others?
A well-defined value proposition is the foundation of sales enablement. It helps sales reps understand the unique selling points of their solution and communicate that value effectively to prospects and customers. This helps sales teams build trust, establish credibility, and ultimately close more deals.
TL;DR: The unique benefits a company’s product or service offers.
Virtual selling involves selling products or services through digital channels, such as video conferencing, online presentations, and digital collaboration tools.
Virtual selling has become increasingly important in recent years due to the growth of e-commerce, remote work, and the health pandemic. Virtual selling can include a variety of activities, such as:
- Virtual product demonstrations: Using video conferencing or online presentation tools to show prospects and customers how a product works.
- Digital account management: Managing customer relationships through email, instant messaging, and other digital channels.
- Virtual sales events: Hosting online events, such as webinars or virtual trade shows, to engage with prospects and customers.
- Virtual product trials: Providing prospects with the opportunity to try a product or service online prior to purchasing it.
Virtual selling provides a flexible and efficient way for sales teams to engage with prospects and customers, regardless of location. It also allows reps to use technology to create personalized and engaging experiences for prospects and customers.
TL;DR: Selling products or services through digital channels.
Win/loss rate refers to the ratio of won deals (or deals that result in a sale) to lost deals (or deals that do not close or are lost to a competitor). It is an important metric for sales organizations, as it provides insight into the effectiveness of the sales process as well as the overall health of the sales pipeline.
It is calculated by dividing the number of won deals by the number of lost deals. For example, if a sales team closes 10 deals and loses 5, the win/loss rate is 2:1 (10 won deals ÷ 5 lost deals = 2).
The win/loss rate helps sales organizations understand the strengths and weaknesses of their sales process and identify areas for improvement. For example, if the win/loss rate is low, it may indicate that the sales team needs to improve their sales skills, product positioning, or lead generation efforts.
In addition to providing insight into the sales process, the win/loss rate can also be used to evaluate the performance of individual sales reps and teams, and to set sales targets and goals.
TL;DR: Ratio of won deals to lost deals.