Dictionary

Discover what a sales qualified lead is and how it can enhance your sales process. Learn strategies to identify and convert these leads effectively.

Unlock the secrets of zopa negotiation and improve your negotiation outcomes. Explore our blog for tips and insights to negotiate like a pro.

AI sales training uses simulation, feedback, and practice to help reps improve faster than traditional methods. Learn how it actually works in real teams.

MEDDIC is a B2B sales qualification framework used to predict and close complex deals. Learn the six components and how teams train reps on it in 2026.

Sales roleplay is rehearsing real sales conversations so reps build skill without burning pipeline. Here's how to run it well in 2026, with AI or without.

Conversation intelligence records, transcribes, and analyzes sales calls so teams can coach reps, spot deal risk, and hear voice of customer.

Sales enablement gives reps content, training, tools, and process to sell well. Here's what it actually covers and how to measure if it's working.

BANT stands for Budget, Authority, Need, Timeline. Here's what each letter really means, where it breaks, and how modern reps actually use it.

SPIN Selling uses Situation, Problem, Implication, and Need-payoff questions to move buyers. Here's how the method actually works in 2026.

A discovery call is where the rep figures out whether a prospect is a real deal. Here's what a good one looks like, where it breaks, and how to run.

A cold call is an unscheduled sales outreach to a prospect. Here's what makes one work today, where most fail, and why the format isn't dead.

Objection handling is the rep's response to buyer pushback. Here's what works in 2026, what doesn't, and how to practice the hard moments.

Sales coaching is the ongoing one-on-one work that makes reps better at the craft. Here's what great coaching looks like and where it breaks down.

Sales onboarding is how new reps learn to sell your product. Here's what a good program looks like, where most fail, and how to cut ramp time.

Ramp time is how long a new rep takes to hit full productivity. Here's how to measure it, what drives it, and how to shorten it.

Win rate is the percent of qualified deals you close. Learn what it really measures, why it's misleading alone, and how modern teams use it to improve.

A sales playbook is the operating manual for how your team sells. Learn what actually belongs in one, how to keep it alive.

Pitch practice is how reps turn messaging into muscle memory. Learn what real practice looks like, why most teams skip it, and how to make it stick.

Sales simulation is realistic practice against a simulated buyer. Learn how it works, why AI changed the game, and how top teams are using it now.

Buyer personas describe who your reps are selling to. Learn what belongs in a useful one, why most are useless, and how to build personas reps use.

A sales methodology is the shared system your team uses to sell. Learn the major frameworks, when each fits, and how to pick one that reps actually follow.

Revenue enablement extends sales enablement across every customer-facing team. Learn what's different, what's the same, and why the term is taking over.