Sales Enablement Glossary

Your ultimate guide to sales terminology

SPIN Selling

SPIN is a sales technique and acronym that stands for Situation, Problem, Implication, and Need-Payoff. It was developed by Neil Rackham in his book "SPIN Selling," and is a framework for asking effective questions and uncovering customer needs.

Lead Qualification

Lead qualification refers to determining which customers are most likely to make an actual purchase. It's an integral part of the funnel, which often takes in many leads but only converts a small amount of them. 

Foundational Readiness

Foundational readiness is all about creating a ready-to-execute onboarding plan for every role in the sales team. The main goal of the foundational readiness is to accelerate new agents' time to full productivity and improve knowledge retention across every possible sales role in the sphere.

Sales Readiness

Sales readiness is certifying whether salespeople possess the skills and knowledge needed to have effective conversations throughout the buyer's journey.

Sales Enablement Tools

A sales enablement tool connects your content, marketing, and sales processes. It allows you to follow the sales path from start to finish, tracking analytics and content usage to determine what works best for your business.

Sales Ramp Time

Sales ramp-up time is the amount of time it takes a new salesperson to complete training and reach full productivity.

Sales Training

Sales training is the development of skills and techniques related to creating and exploring new sales opportunities, driving seller behavioral change, and closing sales for an organization.

Sales Productivity

Sales productivity is a relationship between a salesperson’s efficiency (inputs) and effectiveness (outputs). Gains in productivity are achieved by optimizing rep efficiency and effectiveness — in simple terms, you are looking to maximize output by reducing inputs such as time, cost, and effort.

Sales Engagement

Sales engagement is a sequence of interactions between a salesperson and a prospect throughout the sales cycle. Most of them take place on calls, emails, or social media, allowing companies to build scalable engagement strategies that accelerate revenue growth.

Sales Enablement

Sales enablement is about the effective use of people, different processes, and technology to increase sales productivity and revenue. Simply put, it is the process of giving your sales team everything they need to close more deals.

Sales Coaching

Sales coaching is the process of developing and mentoring a salesperson through one-on-one relationships with a manager or peer.

Buyer Persona

A buyer persona is a research-based and semi-fictional representation of your ideal customer. Buyer personas describe your ideal customers, their days, the challenges they face, and how they make decisions.

BANT

BANT is an acronym for budget, authority, needs, and timeline, and it is a type of sales lead qualification process designed to identify leads worth pursuing.