+60 Concepts that cannot be missing in your sales glossary

Sales is a dynamic and constantly evolving field, with its own language and terminology. To thrive in the world of sales, it's essential to become familiar with the sales glossary used by industry professionals, aas well as with the tools that make smooth and efficient operation possible.

For example, the use of CRMs for call centers allows you to centralize data, automate follow-up and improve the relationship with customers from the first contact.

If you're still not sure which one to choose, here you can see a complete guide to the best CRM call center software and how it can transform your sales team from day one.

In addition, technologies such as call center software have become indispensable for sales teams looking to scale their operations and serve a larger volume of prospects without losing quality or personalization.

Implement a Call Center for Salesforce not only does it optimize customer management, but it also provides sales teams with a unified view of every interaction. This allows us to respond faster, reduce waiting times and maintain personalization even as the volume of leads grows exponentially.

In this article, we present a complete list of +60 key terms from the entire sales glossary and their definitions, which will allow you to expand your vocabulary and improve communication skills.

From prospecting and pitching to closing deals and building relationships, these expressions cover a wide range of sales activities and strategies. So let's start exploring the main concepts that should be present in every sales glossary.

Sales glossary in alphabetical order

1. ABC (Always Be Closing): A sales mantra that emphasizes the importance of constantly moving prospects toward making a purchase.
   
2. Competitive analysis: Evaluate the strengths, weaknesses, and strategies of competitors to gain a competitive advantage in the market.
   
3. BANT (Budget, Authority, Need, Timeline): A framework used to qualify potential customers based on their financial capacity, decision-making power, need and desired time frame.
   
4. Sales cycle: The entire process and chronology from the first contact with a prospect to the closing of the sale.
   
5. Qualified prospect: A prospect who meets specific criteria and is considered ready for direct sales engagement.
   
6. Qualified Prospect (SQL): A potential customer who has been qualified and is considered ready for direct sales engagement.
   
7. Commission: A percentage or fixed amount of sales revenue that is paid to the seller as compensation for their efforts and results.
   
8. Rapport creation: Establish a positive and trusting relationship with prospects or customers to promote open and productive sales conversations.
   
9. Decision Criteria: The factors and considerations that influence the customer's decision-making process, such as price, quality, features, and reputation.
   
10. Cultivation of leads: Build and maintain relationships with potential customers over time through regular communication and personalized follow-up to bring them closer to a purchase.
    
11. Sales Declassification: The process of determining that a lead does not meet the criteria or is not suitable for the product or service.
    
12. Sales pitch: A persuasive presentation or conversation designed to convince a prospect to buy a product or service.
    
13. Sales funnel: A visual representation of potential sales opportunities at various stages of the sales process, from the first contact to the closing of the deal.
    
14. Sales funnel: A visual representation of the customer journey, describing the different stages from lead generation to conversion.
    
15. Lead generation: The process of identifying and attracting potential customers who have shown interest in the product or service.
    
16. Customer Relationship Management (CRM): Software or systems used to manage and track customer interactions, sales activities, and data to improve sales and relationship management.
    
17. Sales funnel management: Tracking and managing the progress of prospects through the sales process to optimize conversion and forecasting.
    
18. Sales script: A prepared and structured set of dialogues and talking points used by salespeople to guide sales conversations and ensure consistency.
    
19. Sales Enablement: Provide sales teams with the tools, resources, and training necessary to effectively engage with prospects and close deals.
    
20. Purchase Indicators: Indications or signals from the customer that they are interested and ready to move forward with the purchase.
    
21. Influential in decision-making: People within an organization who may not have the final decision-making authority, but who can influence the purchasing decision.
    
22. Obsolete inventory: Products or goods that have not been sold and are no longer in demand, requiring liquidation or disposal.
    
23. Sales Launch: A meeting or event held at the beginning of a sales cycle or fiscal year to align the sales team, set goals, and provide training and motivation.
    
24. Discovery call: An initial conversation with a potential customer to gather information, identify needs and evaluate the appropriateness between their requirements and the solutions offered.
    
25. Cold calling: Make unsolicited calls to potential customers to initiate sales conversations and generate opportunities.
    
26. Objection Management: Addressing customer concerns and concerns during the sales process to overcome objections and move toward closing the deal.
    
27. Influencer marketing: Collaborate with people or personalities who have a large number of followers or influence to promote a product or service.
    
28. Sales materials: Print or digital materials such as brochures, presentations, and case studies that support the sales process and provide information about the product or service.
    
29. Sales metrics: Quantitative measures used to evaluate sales performance, such as conversion rate, average deal size, and customer acquisition cost.
    
30. Challenger sales model: A sales approach that focuses on challenging customer thinking, offering unique ideas, and providing innovative solutions.
    
31. Sales Browser: A tool or platform that helps sales professionals find potential customers, gather information, and interact with prospects on social media.
    
32. Negotiation: Engage in discussions with the customer to reach mutually beneficial agreements on terms, prices, and conditions.
    
33. Sales Objection: A concern, question, or hesitation raised by a customer that must be addressed to move toward closing the sale.
    
34. Sales Objective: A specific goal or goal set for a salesperson or sales team to achieve within a specified period of time.
    
35. Qualified Opportunity: A potential sales opportunity that has been evaluated and determined to have a high chance of conversion.
    
36. Access person: A person who controls access to key decision makers or contacts within an organization.
    
37. Qualification Questions: Questions asked by sellers to evaluate the suitability and suitability of a prospectus for the product or service being offered.
    
38. Sales presentation: A visual presentation or set of slides that describes the key features, benefits, and value of a product or service during sales presentations.
    
39. Revenue forecasting: Predict future revenues based on sales projections, market trends and historical data.
    
40. Sales forecasting: Estimate future sales performance based on historical data, market trends, and other relevant factors.
    
41. Qualification process: Evaluate and determine the suitability and readiness of a potential customer or prospect for increased sales engagement.
    
42. Prospect: The process of identifying and qualifying potential customers or prospects for future sales opportunities.
    
43. Qualified prospects: Potential customers identified as people with a genuine interest and need for the product or service.
    
44. Target audience: The specific group of people or companies to whom a salesperson or company directs its sales and marketing efforts.
    
45. Pain Points: The specific challenges, problems, or needs that customers experience and that can be addressed by the product or service being offered.
    
46. Closing Ratio: The percentage of prospects that become real customers, indicating the effectiveness of the sales process.
    
47. Refuting objections: Providing arguments against or addressing customer objections to overcome doubts and move toward closing the deal.
    
48. Return on investment (ROI): The measure of the return and value obtained from an investment, often used to demonstrate the benefits of a product or customer service.
    
49. Reseller: A person or company that buys products or services from a manufacturer or wholesaler and sells them to end customers.
    
50. Sales pace: A structured sequence of sales activities and touch points designed to engage prospects and take them through the sales process.
    
51. Follow-up: Interact with prospects or customers after initial contact to maintain communication, answer questions, and cultivate the relationship.
    
52. Closing techniques: Strategies and approaches used to obtain customer engagement and complete the sale.
    
53. Sales Territory: A specific geographic area assigned to a salesperson or sales team to manage and cultivate customer relationships.
    
54. Decision maker: The person within an organization who has the authority and power to make purchasing decisions.
    
55. Sales funnel speed: The speed at which opportunities advance through the sales funnel, indicating the efficiency and effectiveness of the sales process.
    
56. Sales speed: The speed and efficiency of the sales process, measured by the rate at which opportunities are converted into closed deals.
    
57. Consultative Selling: A sales approach that involves understanding customer needs, offering customized solutions, and providing expert advice.
    
58. Cross-selling: Recommend additional products or services that complement the customer's initial purchase to maximize revenue and customer satisfaction.
    
59. Selling solutions: A sales methodology that focuses on understanding and addressing specific customer problems or challenges.
    
60. Value selling: A sales approach that focuses on communicating and demonstrating the unique value and business benefits offered by a product or service.
    
61. Selling on social networks: Take advantage of social platforms and networks to connect with prospects, build relationships and generate sales opportunities.
    
62. Competitive advantage: Unique attributes, characteristics, or benefits that differentiate a product or service from competitors in the market.
    
63. Internal sales: The process of selling products or services remotely, usually through phone calls, emails, or online communication.
    
64. SPIN sales: A sales methodology that focuses on discovering the situation, the problem, the implications and the benefit that the customer will obtain by providing personalized solutions.
    

With this sales glossary, you can improve your communication skills, understand industry terminology and operate more effectively in the field of sales. Remember that mastering the language of sales is crucial to establishing a good relationship with customers, overcoming objections and, ultimately, closing deals.

Adopt these idioms, incorporate them into your conversations, Watch your commercial prowess skyrocket. Happy sales!

And if you want to bring these definitions into daily practice, a good option is to take advantage of the integration for send WhatsApp message through Salesforce. With it, each conversation is automatically recorded in the CRM, which improves traceability, streamlines communication with prospects and boosts the productivity of the sales team.