AI, Value and Strategy
This calculates the total revenue a firm expects from a customer over the entire relationship.
What is Customer Lifetime Value (CLV)?
The concept that we think faster than others speak, creating a gap that hurts listening.
What is the Speaking–Listening Differential?
The framework dividing buyers into Analytical, Driver, Amiable, and Expressive types.
What is the Social Style Matrix?
The person who ultimately has authority to approve the purchase.
Who is the Decider?
Independent representatives who sell products for multiple manufacturers.
Who are Manufacturers’ Agents?
A statement explaining why a customer should buy from you instead of competitors.
Customer Value Proposition (CVP)?
The rule suggesting we should listen 80% of the time and speak 20% in sales conversations.
What is the 80–20 Listening Rule?
A salesperson who adjusts behavior to match the buyer’s communication style.
What is Adaptive Selling?
When a company buys a product for the first time.
What is a New Task?
A sales professional who works remotely via phone, email, or video.
Who are Inside Salespeople?
Coordinating messaging across advertising, digital, PR, and sales to ensure brand consistency.
What is Integrated Marketing Communications?
Repeating the last 1–3 key words a prospect says to encourage deeper conversation.
What is Mirroring?
High assertiveness and low responsiveness describes this style.
What is a Driver?
Demand for industrial goods that results from demand for consumer goods.
What is Derived Demand?
Coordinating suppliers, manufacturers, distributors, and retailers efficiently.
What is Supply Chain Management (SCM)?
AI-driven data insights used to forecast, optimize pipelines, and improve closing rates.
What is Selling Analytics?
Naming the emotion you detect in a buyer to build trust.
What is Emotional Labeling?
Tailoring content and structure of a pitch to the specific customer’s needs.
What is a Customized Presentation?
A system that minimizes inventory by receiving goods only when needed in production.
What is Just-in-Time (JIT) Inventory Control?
A system where computers exchange purchasing and inventory data automatically between firms.
What is Electronic Data Interchange (EDI)?
A strategy aligning product, pricing, promotion, and distribution for market entry and growth.
What are Go-to-market Strategies?
Any interference that distorts or disrupts a message in communication.
What is Noise?
The ability to effectively move between different communication styles.
What is Versatility?
A supplier performance evaluation method examining quality, price, and reliability.
What is Vendor Analysis?
An agreement defining performance expectations like uptime and response time.
What is a Service-Level Agreement (SLA)?