Sales
Pipeline, qualification, conversion, and revenue conversations.
Sales is not pushiness or a gift some people are born with. It is a repeatable process for helping the right person decide and buy, one you can write down, improve, and hand to someone else. Marketing brings the interest, sales closes it. The terms below are the working vocabulary of that work.
Read: what sales actually isLead
A person or organization that has shown initial interest in your business or fits your target market profile. They sit at the top of the sales funnel.
Prospect
A qualified lead who has been evaluated and fits the specific target criteria of a company's ideal customer. Qualification typically uses the BANT framework.
Opportunity
A qualified prospect who has entered the active sales cycle and has a high probability of closing a deal. It carries a specific deal value in the pipeline.
Pipeline
A visual representation of where various sales opportunities are in the purchasing process, from initial contact to closing. It forecasts revenue visually.
Win Rate
The percentage of total sales opportunities that are successfully closed as won deals. It is the ratio of won deals to all closed opportunities in a period.
Sales Cycle
The average amount of time it takes to turn a new lead into a paying customer. Shortening it directly increases revenue velocity and sales team capacity.
Sales Velocity
A metric that measures how quickly a business generates revenue by evaluating deal volume, size, win rate, and sales cycle length. Any input gain raises it.
Upsell
A sales technique where a seller encourages a customer to purchase a more expensive version, an upgrade, or add-ons to increase the total deal value.
NPS
A customer loyalty metric that measures how likely customers are to recommend a company's product or service to others. It subtracts Detractors from Promoters.
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