KAMCast

JULY 8, 2021

I really like the idea Chris talks about in creating a ‘glossary of terms’ An agreed and globally understood glossary that helps us really understand each other’s definition of the language that we will use in our key account relationships. Give yourself some marks out of ten and then ask ‘how can I improve my score?’

Key Account Management 52

Key Account Management Account Management Management Facilitation 52

QYMATIX

DECEMBER 7, 2021

More detailed explanations of AI terms can also be found in this glossary. First, machine learning is a subfield of artificial intelligence. So, these two terms need to be distinguished as well. What does artificial intelligence have to do with predictive analytics?

Artificial Intelligence 52

Artificial Intelligence Insurance Sales Analytics Software 52

ReviewTrackers

JULY 31, 2017

You can also achieve the same thing with a Glossary section near the end of the page. If you are struggling to write all these “is” statements in a natural way, consider including a Summary at the top of the page, where you detail the main parts of the content and include the necessary explanations.

Digitalization 0

Digitalization Sales Management Management Sales 0

SBI

FEBRUARY 3, 2021

To avoid that, we’ve created a Glossary of SalesTech Categories. Look for three categories; Demos Presales Enablement Presales Management On the Engagement front, we’ve created two new categories Response-worthy content Embellished Email I won’t go into details as you can see how they’re defined in the Glossary.

CRM 72

CRM B2C Sales Technology Software 72

Arpedio

FEBRUARY 20, 2024

What is a Value Chain? A value chain is a concept used in business management to describe the sequence of activities and processes involved in creating and delivering a product or service to customers. It encompasses all the stages from the initial raw materials or inputs to the final delivery and support of the finished product or service.

Logistics 52

Logistics Transportation Procurement Manufacturing 52

Arpedio

FEBRUARY 20, 2024

What is Relationship Management? Relationship Management can be described as the strategic process of understanding, organizing, and nurturing relationships with stakeholders to drive positive outcomes and achieve business objectives.

Interpersonal Skills 52

Interpersonal Skills Management Stakeholders Communication 52

Zendesk

OCTOBER 18, 2022

Additional tips: Include a glossary for definitions surrounding your product or service. How to put it into practice: Create a customer community on your site that has links to frequently asked questions, and give users the option to leave comments or provide feedback. Create video tutorials. Write relevant how-to articles.

Media 98

Media Prioritization Customer Value Customer Experience 98

Arpedio

FEBRUARY 19, 2024

What is Account-Based Marketing (ABM)? Account-Based Marketing (ABM) is a highly targeted marketing strategy that focuses on identifying and engaging specific high-value accounts or companies rather than broader market segments.

Marketing 52

Marketing Acquisition Business Growth Sales 52

Arpedio

FEBRUARY 5, 2024

Welcome to our comprehensive guide on lead scoring ! If you’re looking to enhance your sales funnel and drive more revenue, lead scoring is a strategy that you need to embrace.

Prioritization 52

Prioritization Software Software Decision-making 52

Arpedio

FEBRUARY 5, 2024

Whitespace in sales is a concept that holds immense potential for businesses seeking enhanced growth and customer acquisition. It refers to the untapped market segments and opportunities that exist within a given industry.

Acquisition 52

Acquisition Decision-making Sales Innovation 52

Arpedio

DECEMBER 20, 2023

In the world of subscription-based business models , Annual Recurring Revenue ( ARR ) is a crucial metric that represents the revenue a company can expect to receive from its customers on a yearly basis. ARR plays a vital role in assessing the financial health and predicting the growth potential of a business.

Innovation 52

Innovation Acquisition Investors Decision-making 52

Arpedio

DECEMBER 20, 2023

One of the greatest challenges facing sales teams today is refining their strategies for optimal performance. This is where Win-Loss Analysis comes in handy. By examining the reasons behind won and lost deals, sales teams can derive valuable insights into their performance and areas for improvement.

Decision-making 52

Decision-making Sales Value Proposition Stakeholders 52

Arpedio

DECEMBER 20, 2023

As a savvy sales professional, you’re constantly on the lookout for ways to optimize your pipeline and drive revenue growth. One highly effective tool for achieving this goal is SQL ( Sales Qualified Lead ), which allows you to focus your efforts on the leads that are most likely to convert into paying customers.

Sales 52

Sales Prioritization Decision-making Communication 52

Arpedio

DECEMBER 20, 2023

As a marketer, you know that MQL ( Marketing Qualified Lead ) conversion is essential for achieving your goals. Converting MQLs to customers is crucial to boost your marketing return on investment (ROI). However, not all leads are equal, which means you need effective strategies to prioritize and convert the most promising prospects.

Marketing 52

Marketing Prioritization Customer Experience Media 52

Arpedio

DECEMBER 20, 2023

Every business aims to turn prospects into paying customers. The process of converting leads into sales is commonly known as sales conversion. In simple terms, it refers to the number of prospects who take the desired action resulting in a sale. Effective sales conversion is essential for the growth and success of any business.

Sales 52

Sales Advertising Business Growth Decision-making 52

Arpedio

DECEMBER 20, 2023

In today’s competitive business landscape, outbound sales can be a game-changer. By taking a proactive approach to reaching potential customers, businesses can expand their reach and boost their revenue. In this section, we will discuss what outbound sales is, and the benefits and challenges of outbound sales.

Sales 52

Sales Value Proposition Decision-making Communication 52

Arpedio

DECEMBER 20, 2023

As businesses strive to increase sales and revenue, cross-selling has emerged as a vital strategy for achieving these goals. Cross-selling involves offering customers strategic product pairings that complement their current purchases, thereby encouraging them to buy more and increasing overall revenue.

Business Growth 52

Business Growth Sales 52

Arpedio

DECEMBER 20, 2023

Are you looking to increase your revenue and improve your sales processes? If so, understanding what a sales pipeline is and how it works is critical. Simply put, a sales pipeline is a visual representation of the stages involved in selling your product or service.

Sales 52

Sales Prioritization Advertising Negotiation 52

Arpedio

DECEMBER 20, 2023

Every business wants to stand out in a crowded market, attract new customers, and retain existing ones. But how do you achieve this? The answer lies in understanding and developing a robust value proposition.

Value Proposition 52

Value Proposition Business Growth Advertising Communication 52

Arpedio

DECEMBER 20, 2023

If you’re looking to transform prospects into clients and improve your overall sales strategy , it’s time to get acquainted with the powerful MEDDIC sales methodology. This approach uses key qualification metrics to effectively assess prospects and determine if they’re the right fit for your product or service.

Decision-making 52

Decision-making Stakeholders Sales Organization 52

Arpedio

DECEMBER 20, 2023

Solution Selling is a customer-focused sales approach that prioritizes solving customer problems through tailored solutions. This approach entails active listening, strategic questioning, and solution development to craft personalized offerings that address specific customer needs.

Prioritization 52

Prioritization Decision-making Meetings Organization 52

Arpedio

DECEMBER 20, 2023

In the world of sales, a robust strategy can make all the difference between closing deals and losing them. One such strategy that has gained significant traction in recent years is MEDDPICC. But what is MEDDPICC , and how can it help improve your sales process?

Decision-making 52

Decision-making Organization Sales Meetings 52

Arpedio

DECEMBER 20, 2023

Sales forecasting is a critical process that enables businesses to project future sales activity and streamline their business strategy for better results and profitability. With the right sales forecasting techniques, businesses can make informed decisions to allocate resources, adjust inventories, and manage their sales teams effectively.

Decision-making 52

Decision-making Profitability Procurement Sales 52

Arpedio

DECEMBER 20, 2023

Profit margin is a crucial concept in business finance. It is the percentage of profit a company generates per dollar of revenue earned. Monitoring and managing profit margin plays a vital role in determining a company’s long-term profitability.

Profitability 52

Profitability Decision-making Finance Investors 52

Arpedio

DECEMBER 20, 2023

Upselling is a sales technique that can help businesses to boost revenue and enhance customer satisfaction. With its purpose to encourage customers to purchase products or services that are of higher value or complementary to their intended purchase, upselling is a powerful tool that can lead to increased sales and profits.

Profitability 52

Profitability Customer Experience Sales Marketing 52

Arpedio

DECEMBER 20, 2023

Customer Lifetime Value (CLV) is a crucial metric that helps businesses assess the value of a customer over their entire lifetime. Understanding CLV can have a significant impact on business strategies , ranging from enhancing profitability to retaining customers effectively.

Profitability 52

Profitability Acquisition Customer Experience Communication 52

Arpedio

DECEMBER 20, 2023

As a sales professional, it’s essential to understand the importance of identifying and targeting prospects for the growth of the business. But what is a prospect? In simple terms, a prospect is a potential customer who has shown interest in a product or service and who meets certain criteria that make them a viable target for sales efforts.

Decision-making 52

Decision-making Business Growth Value Proposition Prioritization 52

Arpedio

DECEMBER 20, 2023

Social selling is a modern approach to sales that involves utilizing online networks to build strong customer relationships and drive business growth. With the rise of social media, more and more sales professionals are incorporating social selling into their sales strategy to enhance sales performance and achieve long-term success.

Business Growth 52

Business Growth Media Decision-making Digitalization 52

Arpedio

DECEMBER 19, 2023

In the business world, companies engage in a variety of transactions to support their growth and generate revenue. One of the most critical types of transactions is business-to-business (B2B) sales. B2B sales refer to the selling of goods or services from one company to another.

B2B 52

B2B Interpersonal Skills Value Proposition Negotiation 52

Arpedio

DECEMBER 18, 2023

In the world of sales, a lead refers to a potential customer who has shown interest in a company’s product or service. It is essential to comprehend the concept of a lead to identify potential customers and convert them into paying customers.

Prioritization 52

Prioritization Decision-making Business Growth Media 52

Arpedio

DECEMBER 18, 2023

As businesses aim for growth, sales enablement has become an increasingly important strategy for success. But what is Sales Enablement , and how can it help businesses achieve their goals? In this article, we’ll explore Sales Enablement in-depth, including its strategies and practices that drive business growth. What is Sales Enablement?

Sales 52

Sales Business Growth Organization Marketing 52

Arpedio

DECEMBER 15, 2023

Account management is a crucial component of any successful business. But what is account management exactly? Put simply, it’s the process of building and maintaining strong relationships with your clients. This involves identifying their needs, communicating effectively, and providing value through customized solutions.

Account Management 52

Account Management Management Client Relationships Negotiation 52

Arpedio

FEBRUARY 20, 2024

What is Business Development? Business development refers to the activities and processes employed by organizations to identify and pursue opportunities for growth and expansion.

Negotiation 40

Negotiation Suppliers Strategic Thinking Stakeholders 40

Arpedio

FEBRUARY 20, 2024

What is a Sales Pipeline? A sales pipeline is a visual representation or framework that outlines the stages a potential customer goes through during the sales process, from initial contact to closing the deal. It provides a structured approach for sales teams to track and manage prospects as they move through the various stages of the sales cycle.

Negotiation 40

Negotiation Sales Decision-making Prioritization 40

Arpedio

FEBRUARY 20, 2024

What is a Sales Process? The sales process is a structured set of steps and activities that sales professionals follow to guide potential customers from initial contact to closing the deal. It outlines the sequence of interactions and engagements between the salesperson and the prospect throughout the entire sales cycle.

Value Proposition 40

Value Proposition Negotiation Sales Facilitation 40

Arpedio

FEBRUARY 20, 2024

What is a Strategic Partnership? Strategic partnerships are collaborative relationships formed between two or more businesses to achieve mutual goals or objectives that they may not be able to accomplish individually.

Suppliers 40

Suppliers Innovation Communication Marketing 40

Arpedio

FEBRUARY 20, 2024

What is Upselling? Upselling is a sales technique where a seller encourages a customer to purchase a more expensive or upgraded version of a product or service, or to add additional features or accessories to their existing purchase.

Telecommunications 40

Telecommunications Value Proposition Retail Software 40