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

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

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

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

Measurement of sales results.

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

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…

Buying Behavior Jonathan Poland

Buying Behavior

Buying behavior refers to the actions and decisions made by consumers when…

Political Risk Jonathan Poland

Political Risk

Political risk refers to the potential for losses or other negative impacts…

Cash Flow Statement Jonathan Poland

Cash Flow Statement

The cash flow statement is a financial statement that shows the inflows…

Project Failure Jonathan Poland

Project Failure

A project is considered a failure when it does not meet the…

What is an Economic Bad? Jonathan Poland

What is an Economic Bad?

An economic bad refers to a negative outcome or impact that results…

Talent Management Jonathan Poland

Talent Management

Talent management is the process of identifying, developing, and retaining highly skilled…

Innovation 101 Jonathan Poland

Innovation 101

Innovation is the process of creating new ideas, products, or processes that…

Customer Research Jonathan Poland

Customer Research

Customer research involves gathering information and insights about customers in order to…

Business Impact Risk Jonathan Poland

Business Impact Risk

Business impact risk refers to the potential negative consequences that a business…

Jonathan Poland © 2023

Search the Database

Over 1,000 posts on topics ranging from strategy to operations, innovation to finance, technology to risk and much more…

Taxes Jonathan Poland


Taxes are mandatory financial contributions that are levied by a government on…

Employee Goals Jonathan Poland

Employee Goals

Employee goals are specific targets or objectives that are set for an…

Sentiment Analysis Jonathan Poland

Sentiment Analysis

Sentiment analysis is the process of analyzing and extracting subjective information from…

Risk Monitoring Jonathan Poland

Risk Monitoring

Risk monitoring is the ongoing process of keeping track of risks and…

Cross Sellilng Jonathan Poland

Cross Sellilng

Cross-selling is the practice of selling additional products or services to existing…

Risk Prevention Jonathan Poland

Risk Prevention

Risk prevention is the process of identifying, assessing, and mitigating potential risks…

Commodity Risk Jonathan Poland

Commodity Risk

Commodity risk is the risk that changes in commodity prices may result…

What is Design Risk? Jonathan Poland

What is Design Risk?

Design risk refers to the potential negative consequences that a business may…

Pricing Strategy Jonathan Poland

Pricing Strategy

Pricing strategy is the process of determining the right price for a…