Sales

Sales

Sales Jonathan Poland

Sales is the process of establishing relationships with potential customers, discovering their needs and preferences, presenting solutions to their problems, and closing deals to make a sale. Sales is a critical part of the marketing process, as it involves engaging with customers and persuading them to buy a product or service. Sales professionals use a variety of techniques and strategies to identify potential customers, understand their needs, and convince them to make a purchase. This may involve conducting research, making presentations, negotiating terms, and following up with customers to ensure their satisfaction. The goal of sales is to generate revenue for a business by successfully engaging with customers and reaching commercial agreements. The following are common sales techniques and considerations.

Types of Sales
Approaches to sales.

  • Complex Sales
  • Direct Marketing
  • Personal Selling
  • Relationship Marketing
  • Sales Channels
  • Solution Selling

Relationship Building
Establishing and maintaining relationships with customers.

  • Business Relationships
  • Counter signaling
  • Customer Is Always Right
  • Customer Relationships
  • Customer Retention
  • Customer Satisfaction
  • Customer Service
  • Eye Contact
  • Managing Expectations
  • Plain Language
  • Prospecting
  • Signaling
  • Storytelling
  • Trade Fairs

Motivation & Objections
Customer motivations to buy and objections.

  • Ambiguity Effect
  • Concept Selling
  • Curiosity Drive
  • Defensive Pessimism
  • ERG Theory
  • Excuses
  • Fear Of Missing Out
  • Needs Identification
  • Objection Handling
  • Objections
  • Overchoice
  • Perceived Risk
  • Product Knowledge

Negotiation
The process of achieving agreement on price and terms.

  • Anchoring
  • Bargaining Power
  • Bogey
  • Choice Architecture
  • Decoy Effect
  • Default Effect
  • Final Offer
  • Pricing Strategy
  • Sticky Prices
  • Upselling
  • Willingness To Pay

Closing Techniques
Getting deals done.

  • Active Silence
  • Bias For Action
  • Call To Action
  • Hard Selling
  • Influencing
  • Message Framing
  • Nudge Theory
  • Soft Selling

Sales Management
Directing sales teams and controlling sales functions.

  • Customer Persona
  • Deal Desk
  • Revenue Operations
  • S&OP
  • Sales Data
  • Sales Goals
  • Sales Objectives
  • Sales Planning
  • Sales Quotas
  • Sales Risk

Sales Process
Managing sales as a pipeline from lead-to-close and customer relationship processes for customer retention and upselling.

  • Buyer Persona
  • Cross-Selling
  • Customer Needs Analysis
  • Ideal Customer Profile
  • Lead Generation
  • Lead Qualification
  • Opportunity
  • Post-Sales
  • Presales
  • Sales Activities
  • Sales Development
  • Sales Pipeline

Technology
Sales productivity tools and technology for marketing and managing customer relationships.

  • Customer Relationship Management
  • Marketing Technology
  • Remarketing
  • Retargeting
  • Sales Force Automation

Metrics
Measurement of sales results.

  • Churn Rate
  • Conversion Rate
  • Customer Acquisition Cost
  • Customer Lifetime Value
  • Customer Profitability
  • Sales Efficiency

Marketing
Techniques related to product development, promotion, advertising, branding and distribution.

  • Advertising
  • Bliss Point
  • Branding
  • Business Models
  • Competitive Advantage
  • Digital Channels
  • Figure Of Merit
  • Marketing Channels
  • Marketing Metrics
  • Pricing Strategy
  • Product Development
  • Product Differentiation
  • Promotion Strategy
  • Puffery
  • Scarcity Marketing
  • Trade Marketing
Learn More
Anchoring Jonathan Poland

Anchoring

Anchoring is a cognitive bias that occurs when people rely too heavily on an initial piece of information, known as…

What is Marketability? Jonathan Poland

What is Marketability?

The marketability of a brand, product, or service refers to its competitiveness within a market. It is the likelihood that…

Figure of Merit Jonathan Poland

Figure of Merit

A figure of merit (FOM) is a value used to evaluate the performance of a system or device. It is…

Pricing Power Jonathan Poland

Pricing Power

Pricing power refers to a company’s ability to increase prices without significantly impacting demand for their products or services. This…

Product Benefits Jonathan Poland

Product Benefits

A product benefit is the value that a customer derives from a product or service. It is what makes the…

What is Progress? Jonathan Poland

What is Progress?

Progress is the advancement of positive and lasting change that has a significant impact. It can be challenging to determine…

Price Economics Jonathan Poland

Price Economics

Price economics, also known as pricing strategy, is the study of how businesses determine the price of their products and…

Budget Variance Jonathan Poland

Budget Variance

Budget variance is the difference between the budgeted amount and the actual amount spent on a department, team, project, or…

Tribes Jonathan Poland

Tribes

Tribes are groups of people who self-organize around common interests, values, communities, professions, needs, or aspirations. The concept of tribes…

Content Database

Search over 1,000 posts on topics across
business, finance, and capital markets.

Network Infrastructure Jonathan Poland

Network Infrastructure

Network infrastructure refers to the hardware and software components that are used to build and support a computer network. It…

Commoditization Jonathan Poland

Commoditization

Commoditization occurs when certain products or services become interchangeable, leading customers to focus on price as the main factor in…

Adoption Rate Jonathan Poland

Adoption Rate

Adoption rate refers to the speed at which users begin to utilize a new product, service, or feature. It is…

Overhead Costs Jonathan Poland

Overhead Costs

Overhead costs, also known as “indirect costs” or “indirect expenses,” are the costs that a company incurs in order to…

A/B Testing Jonathan Poland

A/B Testing

A/B testing, also known as split testing or experimentation, is a statistical method used to compare two versions of a…

Onboarding Jonathan Poland

Onboarding

Onboarding is the process of introducing a new employee to an organization and providing them with the necessary tools, resources,…

Cost Benefit Analysis Jonathan Poland

Cost Benefit Analysis

Cost-benefit analysis (CBA) is a systematic approach to evaluating the costs and benefits of a project, program, or policy to…

Rites of Passage Jonathan Poland

Rites of Passage

A rite of passage is a ceremony or event that marks an important transition or milestone in a person’s life.…

Business Risk Jonathan Poland

Business Risk

A business risk is a potential event or situation that could negatively impact an organization’s ability to achieve its objectives.…