Sales
A sales tactic where the salesperson forms relationships with multiple decision-makers instead of focusing on one point of contact.
What is Multi-threading?
This is the cost associated with getting someone to purchase your solution. The level of THIS THING is a good indicator of profitability
What is Customer Acquisition Cost?
The amount it costs your company or marketing team to acquire a lead
What is Cost Per Lead?
A sales position or salesperson who is meant to grow revenue in an existing customer pool rather than hunting for new logos.
WHAT IS A FARMER?
This person on our team is a Patriots Fan.
Who is Cody?
Point in the demand generation funnel when sales acknowledges that a marketing qualified lead is a good fit and tries to contact them for follow-up.
What is "Sales Accepted Lead"?
The act of estimating future sales so companies can make better business decisions and predict performance. THIS THING can be based on past sales data, industry comparisons, or economic trends OR you can have THIS THING better if you use CloseFactor to identify and score your accounts
What is a Sales Forecasting?
The journey a prospective customer takes on their way to becoming a customer. The structure of this THING is designed with top, middle, and bottom stages both to qualify and educate potential clients so those prospects who go through the entire THIS THING is most qualified and most likely to convert to clients.
What is FUNNEL OR SALES FUNNEL OR LEAD FUNNEL?
Expanding on and improving the quality of existing data. For example, an SDR may use THIS to improve the quality of their contact information, uncovering extra details they can use in their outreach.
WHAT IS ENRICHMENT?
This person on our team prefers Vegan food.
Who is Joyce?
A term commonly heard from sales representatives during quarter-end, major system deployments, or while fielding silly, time-consuming requests from their prospects
What is FML? (ha ha)
A ratio that compares how full your sales pipeline is against your quota in a given period. It acts as a good indicator of sales team performance and pipeline and helps forecast your company’s ability to grow. CloseFactor has directly 2-4X-ed this at many customers like Zuora etc.
What is Pipeline Coverage?
THE THING that is ready, or qualified, to be handed off to the sales team for the next steps.
What is Marketing Qualified Lead?
An unexpected and sizable deal that shows up and closes in the same quarter with little effort.
WHAT IS A BLUE BIRD?
WHAT IS INDICO?
An accepted reality in sales that the longer sales linger, the less likely they are to close.
What is "Time Kills All Deals"?
A version of the sales pipeline where a value is placed on each opportunity based on their current stage in the sales process.
What is weighted sales pipeline?
THIS THING is the very beginning of the buying process. Prospects at THIS STAGE are in the initial stages of making a purchase, having only recently identified a problem or need a product could solve.
What is Top of the Funnel (sometimes called TOFU)?
The kind of customer that possesses all the positive attributes that you might want in a client: their age, gender, location, physical appearance, social status or income and other related factors.
The first customer to use "target account list" SKU before it existed
What is SourceGraph?
A set of specific, repeatable steps that can be taken to close a sale. This may also refer to the different phases captured by a company’s salesforce opportunity stages.
What is "sales process"?
THIS is a method that ranks prospects according to the value they can add to the business. The purpose of lead scoring is to help sales reps understand how they should prioritize their time and energy to make the most profit.
What is "Lead Scoring"?
THIS is a strategic approach to business marketing based on account awareness in which an organization considers and communicates with individual prospect or customer accounts as markets of one
What is Account Based Marketing?
This is a highly customized email or sequence of emails intended to increase the likelihood of a favorable response from prospects. It’s commonly used in cold prospecting email sequences in sales attempting to schedule a meeting with a high-value prospect. The methodology was coined by Jeff Hoffmann of the Basho brand.
What is BASHO email?
What is Launch Darkly, Chronosphere and Teleport?