ABC stands for “always be closing.” It’s a sales strategy that reminds reps that every step they take in the sales process is one step closer to closing the deal. Though it’s not a universally accepted strategy (different customers react differently to tactics and every rep needs to adjust accordingly), it is a nice reminder of the end game when things feel frustrating.
Contextual marketing
a phrase
Contextual marketing is an online marketing strategy model in which people are served with targeted advertising based on their search terms or recent browsing behavior.
By tying the ads users see to their demonstrated interests, advertisers hope to decrease user annoyance with online marketing and, simultaneously, increase clickthrough and conversion rates.
en: Marketing contextuel
Conversion rate
a phrase
The average number of conversions per ad interaction, shown as a percentage. Conversion rates are calculated by simply taking the number of conversions and dividing that by the number of total ad interactions that can be tracked to a conversion during the same time period.
CRM analytics
a phrase
CRM analytics refers to the analysis of data in a CRM. These analytics can be used to improve sales and marketing tactics.
Escalations
noun
Escalations refer to the process of customer cases or tickets being moved to a higher-authority agent or manager. This usually happens when a lower-level member is unable or unqualified to fix the customer issue.
Flywheel
a noun
the flywheel represents a shift in how marketers think about B2B marketing success. The flywheel places customers at the center of a business and highlights the opportunity for repeat business through relationship building and customer service engagement. It represents how you keep your customers coming back leads to the success of your company.
Forecasting
verb
Sales forecasting is the process of predicting future sales so your company can make budgeting, supply, and marketing decisions. Forecasts come from a variety of factors, including past profits, industry trends, supply chain status, and sales rep success metrics.
Hard sell
a phrase
A hard sell is an aggressive sales tactic in which the rep directly challenges the prospect’s objections. This is largely an outdated selling style, but in certain circles, it still pulls in large amounts of revenue. However, most companies now prefer a softer approach.
Ideal customer profile (ICP)
a phrase
What is an Ideal Customer Profile? In B2B, account-based marketing (ABM), an Ideal Customer Profile (ICP) is a description of a company that you believe to be a perfect fit for the products or services you sell.
Inbound marketing
a phrase
Inbound marketing is a strategic approach to creating valuable content that aligns with the needs of your target audiences and inspires long-term customer relationships. Your customers are your customers because you provide solutions to their problems.
Landing page
a phrase
A landing page is a webpage optimized for lead generation. Using a form, companies can leverage meaningful content in exchange for visitor information. Successful landing pages have well-defined content and clear conversion paths.
Markup
noun
A markup refers to a price increase for a product or service. It’s usually done to compensate for expensive production costs or dips in revenue and profit. Mark-ups can be risky because they can deter current customers, but they can also save a struggling company from a bad month or quarter.
Product-market fit
a phrase
Product-market fit, also known as product/market fit, is the degree to which a product satisfies a strong market demand.
Product-market fit has been defined by its inventor as "a unique product offering that people desperately want." It is a first step to building a successful venture in which the company meets early adopters, gathers feedback and gauges interest in its product(s).
Programmatic advertising
a phrase
Programmatic Advertising is the use of software and algorithms to automatically buy and digital ads. It uses data and machine learning to serve ads to the right audience at the right time and price. It also automates the process of buying ad inventory across channels like web, mobile, apps, video, and social media.
Sales dashboard
a phrase
A sales dashboard is a visual picture of real-time sales data that keeps everyone in your company up-to-date on metrics. Sales reps can use the sales dashboard to easily monitor daily, weekly, and monthly goals.
Smarketing
noun
Smarketing is a newer term referring to the alignment of the sales and marketing departments for smoother workflows and consistent branding.
Soft sell
a phrase
A soft sell is a strategy in which sales reps take time to build trust with the prospect and work with them to find the ideal solution. Soft sales are extremely popular in the consumer market right now and are used by many sales reps.
Sound bite
a phrase
Sound bites are small phrases that sales reps use to communicate simple matters to prospects. Usually, sound bites are answers to commonly asked questions or objections that make the rep’s life easier.
Wireframes
a noun
A website wireframe, also known as a page schematic or screen blueprint, is a visual guide that represents the skeletal framework of a website.
Word-of-mouth marketing (WOM)
a phrase
Word-of-mouth marketing (WOM marketing) is a marketing strategy that relies on customer recommendations to spread information about your product or service. Word-of-mouth marketing aims to create a customer experience worth talking about and encourage customers to recommend you to their friends and family.
