Explore commonly used sales and sales automation terms.
CRM that uses artificial intelligence to automate sales tasks & analyze data. For example, automatically moving deals through pipeline stages.
AI tools enhancing SaaS or other business sales process by automating repetitive tasks.
This is a system where sales negotiations are handled by artificial intelligence, reducing the need for human involvement.
An AI-powered individual responsible for managing sales operations. Innovations like AskToSell have now enabled companies to utilize artificial intelligence for their sales.
Rep who manages client relationships and closes sales.
A targeted strategy that engages specific, named accounts as markets of one.
AskToSell’s the only platform that solves the full sales cycle for small deals. Automates every step from outreach till the deal is closed.
The process of utilizing autonomous AI systems to handle business to business sales.
This involves using a system, like AskToSell, to finalize a sales deal without manual intervention.
Automated Sales Offers: A method where proposals or deals are automatically presented to potential customers using AI technology.
A new shift in sales, autonomous sales agents handle your leads, qualify sales, prepare offers, and close deals automatically.
A semi-fictional representation of your ideal customer based on market research and real data about your existing customers.
Approval needed from the lead's top management for sales contracts.
This is a directive to the lead or prospect that encourages them to take some form of required action.
The rate at which customers stop doing business with an entity within a certain timeframe.
The attempt to reach out to a consumer by phone without prior contact to try and sell a good or service.
The percentage of visitors to a website who take a designated action, such as making a purchase.
Selling additional products or services to an existing client.
The cost to secure a new customer.
A technology for managing all your company's relationships and interactions with customers and potential customers to improve business relationships.
A set of actions or activities companies take to reduce customer defections.
Team ensuring customers achieve desired outcomes using your software. Are responsible for revenue expasion from existing customers.
Initial call to understand a prospect’s needs and fit for software or other product.
Top level exec who advocates for your product within client's company.
A business model, where basic services are provided free of charge while more advanced features must be paid for.
A person who controls access to decision-makers within a company. In sales, they usually hold various roles, such as personal assistants or receptionists.
Marketing strategy primarily used in tech and SaaS businesses to attract and retain customers. It involves constant testing, data analytics, and original thinking to rapidly grow a business' customer base.
Sales strategy that combines direct and indirect sales. In a SaaS setting, this could mean selling directly through a sales team, and indirectly through resellers or affiliates.
An advanced way of segmenting potential customers. It uses things like browsing history, purchase history, or user behavior to make marketing efforts more effective. For a SaaS business, this could mean segmenting customers based on their usage of specific features.
A descriptive model of a company's optimal customer featuring key characteristics like size, industry, technology, behavior or any other parameter relevant to your business.
The process where potential customers reach out or initiate contact because of interests they have in your goods or services.
This is a way of creating a visual representation of a customer's interaction with a SaaS platform over time. It helps to identify areas where a business can improve the user experience, thereby increasing the probability of conversions.
Process where training resources are provided on an as-needed basis. Ideally, it's applied in SaaS sales to equip sales reps with skills to handle new challenges as they arise.
A KPI refers to a measure used to evaluate the success of a company, team or a person in meeting its objectives.
A methodology for implementing, managing, and optimizing large language models in business operations. For instance, deploying AI sales agents for small deals.
AI tools capable of understanding and generating human-like text, which can be utilized in sales to automate tasks such as drafting emails, responding to customer inquiries, or generating sales copy, ultimately automating and enhancing the communication aspect of the sales process.
The process of generating interest from potential SaaS customers.
The process of using artificial intelligence to automatically determine the potential of leads to become paying customers.
Sales team member who is responsible for delivery high-quality, targeted lead lists to your Sales Development Reps or directly to Account Executives.
A prioritization system in sales that ranks potential customers based on their likelihood to convert into a sale.
Prospective customers who have shown interest in a product or service and are thus on the radar for a potential sale.
Prediction of the net profit attributed to the entire future relationship with a customer.
A software platform used to automate repetitive tasks in marketing. SaaS sales teams can leverage marketing automation to nurture leads and follow up with prospects efficiently.
A measure of the predictable revenue a SaaS company can expect on a monthly basis. This is critical to building an understanding of your growth health and revenue trajectory.
A metric for evaluating customer satisfaction and loyalty. It's an essential tool in SaaS sales to ensure consistent service quality & client retention.
Marketing initiatives aimed at developing relationships with potential customers across each stage of the sales funnel. It's a key part of the SaaS sales process, helping to move leads from awareness to purchase.
The process of addressing and overcoming potential buyer's concerns about a product
An AI-based software used to resolve customer objections automatically during the sales process.
The traditional approach, where a sales representative initiates the first contact with customers.
Formal offer of SaaS product pricing to a prospect.
A potential customer who has been researched and vetted and has met qualified benchmarks.
The process of assessing whether a lead has the necessary budget, need, and capability to purchase a product or service
The percentage of a set sales target that a rep has achieved.
The time it takes a new rep to reach full productivity - hit the quota.
The percentage of customers who renew their software subscription.
Measurement used to evaluate the profitability or efficiency of an investment.
The total revenue a sales rep pulls in over a time to meet quota.
Sales to existing customers, including cross-selling into additional products, upselling into higher margin products, increasing upselling within the existing product.
Department optimizing full customer lifecycle from lead to renewal.
The use of software, AI, or other digital tools to automate repetitive sales tasks, like follow-ups, lead qualifying and even negotiations.
An automatic control system used to manage the entire sales process. AskToSell is one such service platform offering sales autopilot for small-sized deals.
The series of predictable phases that a salesperson goes through to close a deal, including prospecting, initiating contact, identifying and overcoming objections, closing, and following up.
The application of technology to automate the stages in the sales cycle, allowing for reduced manual labor and increased efficiency.
SDRs are responsible for filling the top of the sales funnel with leads through outbound prospecting. SDRs are typically fresh grads in their first sales role.
Resources given to sales teams to help them sell more effectively, may be tools, technology, process, and content.
The visual metaphor for the path taken by a potential customer as he or she moves towards making a purchase.
Team managing sales process, tools, strategy and data.
An organized approach to selling a product or service where you fill one end with leads and aim to convert them into customers.
Implementing automation systems to control and manage the entire sales process.
The action of seeking out new customers for a business.
A target set for each sales rep to achieve in a specific period.
Sales with low contract value but high volume, often faster to close.
The use of automation to manage, track, and optimize small deal processes.
Represents the total potential sales for a SaaS product or service. It helps SaaS companies identify the growth potential and competitive landscape.
This metric shows the percentage of trial users who become paid customers. It helps SaaS businesses understand the effectiveness of their product and sales strategies.
Encouraging customers to purchase a comparable higher-end product than the one in question.
The unique value a company promises to deliver to its customers.