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"It's a numbers' game." |
expression that means the more you try, the better your results will be |
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"It's opportunity calling." |
expression that means you have a good opportunity |
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"Let's get it done." |
expression of motivation, like "Let's do it." |
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"May the best man win." |
expression that means "Let the game be fair" |
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"The game is on." |
expression that means "The contest is beginning." |
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address concerns |
(verb) to offer solutions for any issues a potential client may have |
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be hired |
(verb) to be offered employment at a company |
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be in the (software) business |
(verb) to be employed in the field |
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be on the spot |
(verb) to be under pressure |
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be on someone's back |
(verb) to give pressure to someone |
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be short-handed |
(verb) to not have enough employees to get the job done efficiently |
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be thrown a curve ball |
(verb) to meet a difficulty. This expression comes from baseball |
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beat/exceed quota |
(verb) to sell more than a quota |
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best in class |
(noun/adj) a product or service that is the best in its category |
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brand |
(noun) image of a product. The brand is made up of the name, logo, and message. |
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budget |
(noun) a defined amount of resources - usually money - set aside in advance |
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budget cycle |
(noun) a fixed period of time defined by a company in which resources are spent |
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build rapport with someone |
(verb) to build a relationship with someone through a connection |
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Business-to-Business (B2B) sales |
(noun) a business selling a product/service to another business |
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Business-to-Consumer (B2C) sales |
(noun) a business selling a product/service to individuals |
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clarify something |
(verb) to explain something completely |
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client |
(noun) a client is a person or company that purchases a service. A customer is a person or company that buys a product. |
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close a sale |
(verb) when the customer/client makes the purchase (at a company, this usually means when the company signs the purchase order) |
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close the books |
(verb) to complete the accounting at the end of each quarter |
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closed sale |
(noun) a sale which is completed |
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cold call |
(noun) a telephone call a sales rep makes to someone they don't know and hasn't shown an interest in the product/service |
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cold call |
(verb) to phone a person who doesn't expect your call to generate interest in your product or service. See also "to make a cold call" |
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compete |
(verb) when two or more people or companies try to get the same thing |
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competitor |
(noun) a person or company who sells a similar product/service and wants the same customers/clients |
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consensus |
(noun) an agreement made when at least a majority of the members of a group agree |
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contract |
(noun) a legal agreement between two people or companies |
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conversion rate |
(noun) the rate at which a sales representative closes sales |
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cross-sell |
(verb) to sell the same product/service to multiple channels |
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customer |
(noun) a person or company that buys a product. A client is a person or company that purchases a service. |
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Customer Relationship Management |
(noun) a method to manage customers as valuable assets |
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dangle something in front of someone |
(verb) an expression meaning to offer something to someone in order to get them to do something for you |
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deal |
(noun) an agreement between two people/companies to do some business together |
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decision-maker |
(noun) person responsible for making the final purchasing decision |
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do sales |
(verb) to sell something, either a product or a service |
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earn a commission |
(verb) to make a % of each sale |
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(elevator) pitch |
(noun) the very short summary of what a sales representative sells and how it can benefit the listener. (So short it can be told in an elevator ride!) |
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exceed a quota/goal |
(verb) to sell more than a goal/quota |
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expense report |
(noun) list showing the amounts of money a sales rep spent while doing his job (for travel, meals, ...) |
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fight (someone) tooth and nail |
(verb) an expression meaning to fight really hard |
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figure something out |
(verb) to analyze a problem and find a solution |
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fiscal year |
(noun) a year in a company as defined for accounting purposes (often not January to December). |
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follow up |
(noun/adj) any contact after the first contact |
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follow up |
(verb) to make contact after the first contact |
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gatekeeper |
(noun) a person who controls who gets access to decision-makers in a company. The gatekeeper is often a receptionist. |
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generate leads |
(verb) to work to obtain potential customers |
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get along with someone |
(verb) to be friendly with someone |
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get in touch with someone |
(verb) to contact someone |
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get up to speed with something |
(verb) to get up to date on something |
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guarantee |
(verb) to promise complete satisfaction |
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guarantee |
(noun) an offer of complete satisfaction |
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Headquarters (H.Q.) |
(noun) main office of a business; usually where the president or CEO sits |
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hold someone back from something |
(verb) to prevent someone from doing something |
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Human Resources (H.R.) department |
(noun) department within a company which is responsible for relationships with the employees |
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inside sales |
(noun) sales done from an office (never leaving the office), usually over the phone |
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key account |
(noun) valuable account/customer |
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land a sale or contract |
(verb) to make a sale |
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lead |
(noun) a person or company that may be interested in your product or service |
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look forward to something/-ing |
(verb) to be excited to see something or do something |
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look to do something |
(verb) to hope to do something |
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make a cold call |
(verb) to phone a person who doesn't expect your call to generate interest in your product or service. See also "to cold call" |
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make a follow up |
(verb) to check back with a client after a sale |
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make a profit |
(verb) to make money after all expenses are paid. |
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make a purchase |
(verb) when someone buys something - usually something large |
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make a sale |
(verb) when a person or company buys your product or service |
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market (segment) |
(noun) a defined group of people or companies which have similar buying habits and needs |
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marketing budget |
(noun) the amount of money and how it will be used set aside for marketing within a period of time |
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meet or reach quota |
(verb) to sell as much or more than your quota |
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meet the needs of someone |
(verb) to satisfy someone |
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move forward with something/someone |
(verb) to take a step closer to finishing something |
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MSA (Master Services Agreement) |
(noun) an agreement which explains the responsibilities of both parties and what will happen if the responsibilities are not met |
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obstacle |
(noun) something which stops someone/something from moving forward |
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outside sales |
(noun) to do field sales. Involves legwork or traveling |
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overcome objections |
(verb) to resolve issues a potential client has so that the prospect will move forward and make the sale |
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permanent staff |
(noun) person or people legally employed by a company (can be part-time or full-time) |
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pitch something to someone |
(verb) to offer, in words, a product or service for sale |
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pool of plural noun, for example "employees" |
(noun) a group of an available resource |
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position (job) |
(noun) a role within a company that has defined tasks |
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profits |
(noun) the money gained by a company after all the expenses are paid from the revenues |
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prospect |
(noun) a potential customer/client |
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provide customer care |
(verb) to solve issues that a current customer may have |
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provider of something, for example "staffing" |
(noun) a way to describe what a company sells |
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PSA (Professional Services Agreement) |
(noun) similar to a MSA but for professional services |
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purchase something |
(verb) to buy something – usually something large |
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put out a fire |
(verb) to solve a problem or issue |
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put someone on the spot |
(verb) to put someone under pressure |
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put your best foot forward |
(verb) to do or look your best |
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qualified (lead) |
(noun) a prospect who meets the criteria defined by the company for being a customer. A qualified lead has the ability to purchase your product or service |
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qualify a lead |
(verb) to make sure that a lead has the need and resources to purchase a product/service |
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reach out to someone |
(verb) to contact someone |
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reach/meet quota |
(verb) to sell the amount of quota |
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recession |
(noun) a period of slow economic growth |
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reel someone/something in |
(verb) to successfully attract someone/something |
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referral |
(noun) a person or company who has been recommended to a sales rep by a another person or company |
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retire |
(verb) to stop working full time because of age or wealth |
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rival |
(noun) a person or company that sells a similar product/service to the same group |
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(sales) channel |
(noun) the way to get a product to the market either directly or through middlemen like wholesalers and dealers. |
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(sales) commission |
(noun) amount of money a sales representative earns based on the amount of a sale he closed |
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(sales) contract |
(noun) legal document which states what is being sold, for how much, how it's going to be delivered and when |
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(sales) forecast |
(noun) estimate of how much in sales one can make over a period of time. |
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(sales) inquiry |
(noun) person or company which shows an interest in a product/service |
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(sales) lead |
(noun) basic information about a person or company who is interested in a product or service |
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(sales) promotion |
(noun) campaign to push sales by offering special prices to either the end consumer or middlemen |
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(sales) quarter |
(noun) quarter of the year or 3 months |
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(sales) quota |
(noun) minimum amount of sales a sales representative is responsible for bringing in for a fixed period of time |
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(sales) revenue |
(noun) the total amount of money earned from doing sales |
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(sales) territory |
(noun) geographical area where a sales rep can do sales in |
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sales force |
(noun) a group of people working for the same company to sell its products/services |
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(sales) pipeline |
(noun) all the customers/clients and potential clients at each stage in the sales process |
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(sales) representative or rep. |
(noun) a person who does sales |
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seal a deal |
(verb) to close or make a sale |
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sell someone on something |
(verb) to convince someone of an idea |
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sell over quota |
(verb) to sell more than a quota |
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sell something to someone |
(verb) to offer a product/service that someone buys |
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selling points |
(noun) the most important reasons why a customer/client would need a product/service |
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service sales |
(noun) selling a service |
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small talk |
(noun) light, not serious, conversation |
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solution |
(noun) an answer to a problem (can be a service or a product) |
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Strategic Account Management |
(noun) a method to manage large accounts using principles of strategy |
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strategy |
(noun) a business plan of action based on an analysis of strengths, weaknesses, opportunities, and threats |
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sweet talk someone |
(verb) to say things which make another person feel good |
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sweeten the deal |
(verb) to add more benefits to a transaction |
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temp |
(noun) see temporary staff |
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temporary staff |
(noun) person or people working for a company to meet a temporary need |
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terminate |
(verb) to end something |
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upsell |
(verb) to sell more expensive products/services to the same customer |
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vendor |
(noun) a company which provides a product or service to another company |
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Vice President (V.P.) of a department or business unit |
(noun) the position under president and above director in a company |
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voice a concern |
(verb) to mention a problem |
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walk in someone's shoes |
(verb) expression which means to think like the other person. It's very helpful for a sales rep to do this to get to know his customer's needs better |
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web lead |
(noun) contact information about a potential customer which came from a website |
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website administrator (web admin) |
(noun) the person who manages a website |
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word-of-mouth |
(noun/adj) when information is passed through people talking to each other |
