Sales Management Strategies Definitions

  • A

    age of the customer

    Age of the customer is the concept that consumers are more empowered than ever because they can access information about products and services over the Internet in real time. 

  • L

    lead scoring

    In the B2B industry, lead scoring is a methodology used by sales and marketing departments to determine the worthiness of leads, or potential customers, by attaching values to them based on their behavior relating to their interest in products or services.

  • S

    sales cycle

    The sales cycle is the sequence of phases that a typical customer goes through when deciding to buy something.

  • sales funnel

    A sales funnel, also called a purchase funnel, is the visual representation of the customer journey, depicting the sales process from awareness to action.

  • sales-qualified lead (SQL)

    A sales-qualified lead (SQL) is a prospective customer that has been handed off to sales teams for further nurturing after showing enough interest in a company's products.

  • Salesforce Customer Success Platform

    The Salesforce Customer Success Platform is the official name of the Salesforce portfolio of products.

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