MQLs, or marketing qualified leads, refer to prospects that have demonstrated enough interest or engagement to be identified as potential customers by your marketing department. Overdo it, and you’ll come off as ingenuine, or even creepy. Sales reps need to land and expand in order to generate the most revenue from a given prospect.īuilding rapport with a sales prospect by adopting their body language and speech patterns. “Expanding” means generating even more revenue from the account by upselling or broadening the scope of the service you’re providing. “Landing” a sale refers to the initial close, when you bring on a new customer for the first time. An intellectual sale is more “business” than “personal.” Land and expand Intellectual saleĪs opposed to an emotional sale, an intellectual sale attempts to appeal to a prospect’s logic, and their need for a quick, affordable solution to a problem.

Gatekeepers are responsible for filtering out unimportant distractions, which means you have to prove your value to them first. For instance, a gatekeeper may be a personal assistant who relays information back to their boss. GatekeeperĪ gatekeeper is someone who limits access to the decision maker. (See also: intellectual sale) FABĪ sales acronym for “ features, advantages, and benefits.” Sales reps use this three-part structure to communicate the value of their product or service, by defining its characteristics (features), the positive attributes of those features (advantages), and how the product would enhance the customer’s life or reduce pain points (benefits). Emotional saleĪ selling method that attempts to appeal to a buyer’s emotions, either by generating desire and excitement around the product’s benefits, or evoking negative emotions like fear and frustration-pain points that your product or service can alleviate. (See also: zeroed out) Draws can be recoverable or non-recoverable. After receiving a draw, a sales rep’s commissions are used to repay the advance once it’s fully repaid, a rep can start earning commissions again. Sales organizations offer draws to make sure their salespeople are sufficiently compensated when they’re getting started. DrawĪn advance against a sales rep’s future earnings. This is not necessarily the person who appears to be calling the shots it’s possible that person is actually the gatekeeper. The decision maker is the person who ultimately approves a sale or purchase. The rate at which sales teams or individual reps obtain new leads and sales opportunities.

( Example: “Are you happy with your current supplier?”) Deal-flow The opposite of an open-ended question, a closed question is typically a yes-or-no question that directs a prospect toward making a choice or taking a position. Buying signals can be either verbal (i.e., asking about price) or non-verbal (i.e., nodding and holding eye contact). Buying signalsĬues from a prospect that they’re ready to buy. A sales rep can present their brag book to prospects to illustrate their prior successes and how they’ve exceeded their clients’ expectations. (See also: Top of the funnel) Brag bookĪ collection of testimonials, case studies, or pictures collected from satisfied customers. In other words, they have made it through higher-funnel stages like qualification, and they’re ready to be closed. When a prospect enters the bottom of the sales funnel, they’re nearing the point where they will make a purchase. Guaranteed to put you in a cheerful mood, a bluebird is a lucrative sales opportunity that drops into your lap unexpectedly, and without much effort. If any of those factors aren’t in place, it’s unlikely that you’ll make the sale. P.S.: Hate your current CRM? Still working off spreadsheets? Register for our “Intro to Nutshell” live demo and see why sales teams love us! BANTĪ methodology for qualifying leads in which sales reps confirm that a prospect has the budget, authority, need, and timeline to buy. Here are some of the sales slang words and phrases all salespeople have in their arsenal-and why you shouldn’t use insider jargon around potential customers. While experienced sales reps know that success comes from communicating clearly in terms their prospects can understand, there are numerous slang terms that they reserve for sales meetings and happy hours. Salespeople have their own secret language.

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