Superhuman Resources
Superhuman Sales Glossary
New to sales and SHP? Check out some common terms and what they mean.
A
- Accolade- A ranking, referral, or accomplishment that sets you apart in the marketplace.
- Account Executive (AE)– A business development representative (BDR) is a sales specialist focusing on finding new prospects, establishing foundational relationships, and refreshing the sales pipeline with new leads for account executives.
B
- B2B- An acronym for Business-to-Business, a model for selling, relationship-building, or engagement.
- B2C- Business-to-Consumer, a model for selling, relationship-building, or engagement.
- Business Development Representative (BDR)- Is responsible for generating new business opportunities. BDRs are responsible for qualifying leads and prospecting through existing business accounts to engage with prospective buyers.
- Buyer – A buyer is an individual or organizational entity that purchases a product or subscribes to a service.
C
- Calling Prop (CP)- A step in a cold call focused on sparking interest in a product or service, speaking to a specific pain point.
- Cold Email- A cold email is used to engage a prospect who has had no prior knowledge about or contact with the salesperson sending the email.
- Commission – The amount of money a sales professional earns for reaching a specific sales volume or for executing one or more business transactions.
- Conversion– The process of turning a lead into a paying customer, found by using a formula. (Money + Time Spent) / Number of Customers Acquired
- Customer Acquisition Cost- Refers to the cost of acquiring a new customer.
- Customer Relationship Management (CRM)- Refers to the technology used to manage company and client relationships, interactions, and customer data.
D
- Decision-Maker– Is a person who possesses the required expertise and authority in making purchase decisions.
- Dialer- A computer software, application or electronic device that automates the process of making phone calls.
- Differentiating Feature- A fact or attribute about an offering that sets it apart or makes it unique to the marketplace
- Discovery Call – The first call with a potential customer, designed to determine if they are a good fit for your offering.
E
- No entries for this letter
F
- Feature – A fact or attribute about an offering that sets it apart or makes it unique to the marketplace.
G
- Gatekeeper- A label for a person that controls access to a person or company with the ability to make decisions or influence the decision-maker.
H
- Human-to-Human Methodology– Is a movement to add humanity to sales processes and positions that have been seemingly denounced and neglected for years.
- Human-to-Human Sales Scripts– A cold calling script using the H2H Sales Methodology, designed to be used as a guardrail for beginners and seasoned sales professionals alike, to translate company messaging into an easy-to-use conversation format for 21st century selling.
- Hone-In (HI)- A step in a cold call used to begin a conversation & identify use status of product/service being offered by asking a question directed around pain and familiarity with the offering.
I
- Ideal Customer Profile (ICP)– Refers to a person who possesses all the desirable attributes (such as gender, age, location, financial capacity, etc.) that increase the possibility of making a purchase.
J
- No entries for this letter
K
- Key Performance Indicators (KPIs)– The most relevant measurements that indicate whether an organization or individual has succeeded at achieving targets or a desired level of performance.
L
- Lead- A lead refers to a prospect or potential customer that exhibits interest in your service or product; or any additional information about such entity.
- Lead Generation- A set of activities designed to generate interest around a product or service.
- Lead Qualification- The process of determining whether a potential customer has the characteristics of your company’s ideal client.
M
- Messaging- In cold calling, messaging answers the question, “What are we saying to provide value?”
N
- Next Step (NXTS)- A step in a cold call, used to identify the upcoming process in the sales funnel. Always ask for next steps in accordance to pre call strategy identified
O
- Objection- Refers to a position, statement or view of a prospect which indicates reservation about or disagreement with a particular aspect or the entirety of your sales pitch, lessening the likelihood of a purchase.
- Outbound – Refers to a process where the seller directly initiates contact with a prospect customer.
P
- Pipeline- Refers to the visual representation of the stages a prospect follows in the sales process.
- Prospecting- The process of searching for and finding potential buyers.
Q
- Quick Prop (QP)- A step in a cold call designed to move the decision-maker into the right frame of mind to think & keep them on phone by describing a lite feature or benefit.
- Quota– Is a predefined benchmark indicating the amount of sales a selling unit such as a sales rep or a regional sales team should achieve within a given period.
R
- Referral- Refers the act of a third party sharing information about your product or service to another, generating a lead.
S
- Sales Cycle- Is a repeating process characterized by a predictable sequence of stages that a company undergoes as it sells its products and services to customers.
- Sales Enablement- A strategic process that provides a company’s sales professionals with tools, technology, training and other resources that improve their performance at customer engagement and at generating value for all stakeholders in the sales process.
T
- Tangible Benefit- A result, identifiable value, or an impact to the business that is measurable.
- Targeting- The process involving the strategic identification and engagement of a specific group. Targeting answers the question, “Who are we selling to?”
- Trust Umbrella- A visual representation of the H2H framework that gives sales reps the ability to move through a cold call conversation, which focuses on never losing trust with the prospect or lead.
U
- No entries for this letter
V
- Value Proposition- Is a means for delivering the most value to the prospect to drive and spark interest more than any other time in the conversation.
W
- No entries for this letter
X
- No entries for this letter
Y
- No entries for this letter
Z
- No entries for this letter
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