B2B Sales Glossary

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• B2B Appointment Setting / B2B Phone Prospecting

  Finding the decision maker, his/her direct contact information, and reporting structure by calling into the targeted account.
  >> How to Find the Right Prospects



• B2B Sales Scripts

  A set of talking points sales reps use to confidently call into cold accounts.
  >> How to Construct your Sales Script



• BDA

  Business Development Associate; a inside sales professional who identifies qualified decision makers and speaks directly with these executives to arrange introductory interactions for clients.
  >> Learn more about BDAs



• Call Monitoring

  A peer, coach, or manager listens into a representative make sales calls with the intent to offer constructive feedback at the end of the session, or after each call.
  >> How to Evaluate a Sales Call



• Call Windows

  Specific times when your prospect is available during a given day or week. This is the best time to call the prospect as you know they are at their desk. These times differ per industry, vertical, and level of executive.
  >> How to Leverage Call Windows



• Calling Campaigns

  Management organized blocks of time used for the team to dial together to reach out and generate new business. Campaigns usually revolve around inside sales incentives like gifts, travel, and cash.
  >> How to Create a Calling Campaign



• Cold Calling

  Outreach to a target account / prospect without prior notice by either phone, email, or in person.
  >> How to Generate Business from Cold Calling



• Handling Objections to Intro Meeting

  Utilizing phone tactics to overcome resistance to an intro sales conversation
  >> How to Overcome Objections



• Inside Sales

  Utilizing the phone, email, and other internal resources to schedule an introductory sales meeting, or make transactional sales without meeting the prospect in person.
  >> Build your Best Inside Sales Team



• Inside Sales Coaching

  Utilizing both manager and peer relationships to assist reps in their professional development
  >> Get Coached by Sales Experts



• Inside Sales Metrics

  Key performance indicators of inside sales team efficiency and effectiveness. Balanced inside sales metrics account for process leading up to desired result as well as lagging indicators.
  >> How to Measure your Sales Team



• Inside Sales Process

  Repeatable set of actions for inside sales reps to drive continuous improvement and generate new opportunities and revenue. Inside sales process defines a series of sales stages that allows the rep to advance the prospect through the sales funnel.
  >> Develop your Sales Process



• Inside Sales Structure

  The organization and reporting configuration of a company’s sales team.
  >>How to Map Sales Structure



• Inside Sales Tactics

  Tricks of the trade for successful sales reps. The first half of the sales cycle done over the phone carries a unique set of specific phone sales skills. When mastered, these inside sales tactics show dramatic impact on inside sales metrics.
  >> Get the Tools, Tips, Tricks, Tactics, Techniques and Templates of a Successful Sale



• Inside Sales Tools

  Instruments used to record, research, and contact your prospects as efficiently as possible. Some examples include Salesforce.com, LinkedIn, Jigsaw, and ConnectandSell.
  >> Are you Making the Best Use of your Prospecting Tools?



• Inside Sales Time Management

  Planning time to effectively reach goals and milestones at the quarter, month, week, and daily levels.
  >> How to Manage your Time



• Lead Generation

  The use of cold calling, or marketing campaigns to increase the amount of prospects in your pipeline.
  >> How to Get More Meetings



• Lead Nurturing

  Process of consistent touches utilizing email and calling campaigns to warm prospects with an overall goal of generating new business, or increasing your company’s visibility.
  >> How to Nurture your Leads to Lead to the Sale



• Live Call Shadowing

  Sitting with a sales rep listening to their prospecting calls, and coaching where needed.
  >> The Only Sales Training with Live Calling



• Phone Qualification

  Taking the time to ask the extra questions before meeting in person to make sure the person you are speaking with has decision making power.
  >> How to Qualify Leads



• Phone Stalking / Call Blitzing / Psycho Dialing

  A strategic method of reaching your previously identified prospects by phone utilizing rapid fire dialing at certain times of day.
  >> The Key to Professional Persistence - How to Get your Prospect on the Phone



• Sales Process Methodology

  Agreed upon systematic set of actions to take and questions to ask prospects to progress to close. Sales process methodologies commonly use sales variables, equations, or frameworks for questioning from an initially scheduled phone meeting, demo, or live meeting to deal close.
  >> Tactical Sales Training is not a Methodology



• Sales Prospecting / B2B Prospecting

  Finding the right decision maker or strong influencer, getting their contact information and reporting structure, researching the account and individual, and entering this information into your CRM tool.
  >> How to Find and Reach your Prospects



• Six T's

  Tools, Tips, Tricks, Tactics, Techniques, and Templates to get in the door.
  >>How to Get in the Door



• Teleprospecting / Dial to Appointment

  Going from a targeted account with little information to a qualified phone, web, or live sales appointment.
  >> How to Teleprospect



• Telesales

  Generating revenue through phone based sales. Telesales teams typically carry a quota and are also known as inside sales.
  >>The Importance of Telesales



• Territory Prioritization

  A set of criteria to evaluate each potential account on likelihood to buy based on other clients or customers with a similar profile.
  >> How to Develop your Territory Prioritization



• Transactional Sales

  A sale that is typically of lower cost, and a shorter sales cycle. The challenge from a sellers perspective is to guide the prospect through the short buying process instilling value outside of just a basic cost save analysis.
  >> How to Express Value in your Sales Pitch



• Warm Calling

  Outreach to a target account / prospect who requests information, or you have met previously in a social setting. This person is not necessarily a decision maker.
  >> How to Warm your Cold Calls

<< Resources