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Cold call
Some people might say that cold calling is dead. But many companies, be that startups or Fortune 500 businesses, still use it to successfully drive revenue. What is cold calling in sales? As opposed...
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IaaS
Cloud computing services can be divided into three main types: infrastructure as a service (Iaas), platform as a service (Paas), and service as a subscription (SaaS). Each form of cloud computing has...
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Key performance indicator (KPI)
In any executive meeting, performance review, or strategy session, the term “KPI” would be used numerous times. But even though it’s overused, it’s often misunderstood, and businesses that are using...
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Direct selling
Direct selling can be an effective way to build a flexible, low-cost business. It allows you to reduce advertising costs, avoid overhead expenses, and build long-lasting customer relationships. What...
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Inside sales
Inside sales are the dominant sales model for sales representatives in B2B, SaaS, tech, and a variety of B2C industries that sell high-ticket products and services. What is inside sales? It’s the...
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Lead qualification
When it comes to sales marketing, focusing on finding prospects that have higher chances of converting into customers is a necessity. The process of filtering through hundreds of potential leads to...
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Marketing qualified lead (MQL)
Getting the right leads that have higher chances of converting into sales is a necessity. Before becoming a client, your prospect goes through several qualification stages in the sales cycle. Some...
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Annual sales report
Annual sales report, also known as yearly sales report, is an annual activity report made by a salesperson or their management. It presents the trends that took place in the business’ sales volume...
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Demo
If you are in B2B SaaS sales, you know that a great product demo is the most critical piece in the sales process that can make or break your chances of closing the deal. It’s a unique opportunity to...
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Customer relationship management (CRM)
You definitely wish to see your customers moving down the marketing or sales funnel in a sustainable way. To speed up the process, you need a place where you’ll keep all prospect data arranged in a...
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Ideal customer profile
Ideal customer profile is a hypothetical description of a perfect customer that would benefit from your solution and provide you with significant value in return. It helps improve personalization and...
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Top of the funnel (TOFU)
TOFU, MOFU, and BOFU stand for the top of the funnel, middle of the funnel, and bottom of the funnel and depict different stages of the buyer’s journey. TOFU definition Top of the funnel marketing, or...
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Sales call
Because of the word “call,” many people might think a sales call is the same thing as a cold call, which is very much the opposite. What is a sales call? A sales call refers to the interaction...
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Opt-in
Top marketers consider email marketing as a great way to nurture leads, convert them into customers, and drive traffic. In fact, email can yield an ROI of up to 4400%, which means that every dollar...
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Sandbagging
The term “Sandbagging” originated from the late 1880s. At that time, to sandbag someone meant to sneak on another person from behind and beat them with a sandbag. These days, the term has got other...
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Sales pitch
Crafting a good sales pitch that will encourage your clients to take the next steps with you is tough. Some marketers come up with great sales pitch ideas but forget that it’s not only about figures,...
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Sound bite
If you are in marketing and sales, you need to master the ability to create your sound bites to position your business and brand to the public. And to get the message across, there are a few tips for...
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Monday morning meeting
It’s no wonder that most employees don’t like meetings — either because they consider them stressful, boring, or long. But still, weekly meetings are crucial for all team members to keep the pace up...
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Time kills all deals
There are many things that can get in the way of you closing the deal: high price, bad sales approach, competition, or lack of the knowledge of the customer’s pain points. Still, time is perhaps the...
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Cost per impression (CPM)
Online advertising strategies need sizable expenses. CPM, combined with CPC (cost per click), CTR (click-through rate), and other metrics, is the most effective way to measure the success of lead...
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