Glosario de ventas

An inside sales rep is responsible for using inside sales methods to reach out to prospects and close deals. They identify potential clients, understand their needs, and offer tailored solutions without the need for in-person meetings. Instead, inside sales reps leverage technology to build relationships and close deals.

El «justo a tiempo» es una estrategia de producción que tiene como objetivo mejorar la productividad y reducir el desperdicio fabricando productos solo cuando son necesarios para su venta o uso.

Key accounts are big spenders or elite clients as defined by the amount they spend or their brand recognition and size. Essentially, it is a category of prospects or current customers that have a larger impact on a businesses’ bottom line. Companies often spend extra time and resources to increase conversion rates and reduce churn.

Key Performance Indicators (KPIs) are a type of performance metric that is used to measure, track, and compare progress against predetermined goals. Common sales KPIs are opportunities, revenue numbers, sales volume, lead volume, profit margin, website traffic, conversion rates, and email open rates.

Un cliente potencial es una persona o empresa que ha mostrado interés en tu producto o servicio. Los clientes potenciales pueden llegar a través de tu sitio web, páginas de destino personalizadas, interacciones presenciales o incluso por el boca a boca.

Lead generation (lead gen) is the process of getting people to show interest in your product and gathering their contact information by encouraging them to fill out a form, schedule a call on your calendar, or request a free trial.

Lead management is a strategy sales teams use to understand which stage of the pipeline their deals are in. This tracking helps sales teams know whether a lead or prospect is on a path to closing.

Lead nurturing is the process of developing relationships with leads that aren't quite ready to buy your product or service. They've likely followed you on social media or subscribed to your newsletter, but they aren’t quite ready to make a purchase.

Lead scoring is a method used by sales and marketing teams to prioritize potential customers or leads based on the number and type of interactions they've had with your brand and how likely they are to turn into customers.

Lead Velocity Rate (LVR) is a critical metric that estimates the real-time growth of qualified leads that your business gets month over month. It essentially shows a 1,000 foot view of the company’s pipeline growth and is often considered the best predictor of future revenue.

A letter of intent (LOI) is a formal document expressing an intention to do something, especially between two parties. It typically contains provisions regarding the business relationship between the parties involved and is often used as a precursor to a more formal contract.

Loss aversion is the observation that human beings experience losses asymmetrically more severely than equivalent gains. It signifies the emotional asymmetry experienced when comparing losses to gains of similar value. In simpler terms, the distress of losing something is stronger than the happiness of gaining something of the same value.

A Leading Performance Indicator (LPI) is a metric that predicts future outcomes or performance, offering insights before results are fully realized. Unlike lagging indicators, which reflect past results, LPIs provide an early indication of future performance.

Margin is the money borrowed from a broker to purchase an investment and is the difference between the total value of an investment and the loan amount. It is often expressed as a percentage to show the proportion of profit relative to the selling price.

A Marketing Qualified Lead (MQL) is a lead who you've determined to be more likely to become a customer, based on certain behaviors related to your marketing efforts. This could be someone who clicked on an ad, provided their contact information in exchange for a content resource, or regularly engages with your brand on social media.

Middle of the Funnel (MOFU) is the stage of the sales funnel where potential customers are becoming aware of your product or service and are likely developing an interest in what you offer.

A Minimum Viable Product (MVP) is the version of a new product that allows a team to collect the maximum amount of validated learning about customers with the least amount of effort. It contains only essential features to address the core problem it aims to solve, enabling rapid market entry and learning.

Monthly recurring revenue, often shortened to MRR, is basically the total amount of money a subscription-based business can expect to receive every month from its customers.

El NPS es un indicador de fidelidad de los clientes que mide la probabilidad de que estos recomienden tu producto o servicio a otras personas.

Omnichannel sales refers to the coordinated selling of products and services across multiple channels, like email, phone, website chat, social media, and more. With omnichannel sales, these efforts are synchronized across different platforms so the conversation continues seamlessly even as the channels change.

Customer or client onboarding is the process of helping a new customer get started with your product or service after their purchase.

Operational CRM refers to services that allow organizations to take good care of their customers. This aspect of customer relationship management provides support for different business processes including sales, service and marketing.

An opportunity in sales describes a potential customer or client who is in contact with your sales team and who's very likely to become a paying customer—because they have a need and have shown an interest in using your product or service to meet that need.

Outbound sales (or sales outreach) is the process of actively seeking out and selling to potential customers, rather than waiting for them to reach out to you.

Las ventas externas consisten en que los representantes comerciales se reúnan con clientes potenciales en persona, fuera del entorno de la oficina, para vender productos o servicios. Estos profesionales se desplazan a distintos lugares, como las instalaciones del cliente, para mantener interacciones cara a cara, realizar presentaciones y llevar a cabo negociaciones.

Overcoming objections is a key skill for sales reps. It involves responding to a customer objection in a way that continues to move the deal forward. The right objection handling techniques let you address the prospect's concerns successfully, no matter where they come in the sales process.

A sales pipeline is a visual representation of the sales process from start to finish. It's typically used by sales managers to help them understand where their deals are in the sales process and to identify any potential roadblocks or bottlenecks—so they can take action to keep the pipeline moving.

Un «defensor del producto» es una persona que considera que un producto tiene valor y cuyo nivel de implicación es muy superior al de los demás usuarios. Un defensor identifica las características clave que ofrece un producto y colabora en su desarrollo y en las revisiones.

Product-Led Growth (PLG) is a business strategy where the product serves as the main vehicle for growth and customer acquisition. In PLG, companies focus on creating a highly valuable and user-friendly product, often offering freemium models or free trials to attract users.

El margen de beneficio mide la capacidad de una empresa o de una actividad comercial para generar beneficios, básicamente dividiendo los beneficios por los ingresos. Expresado en forma de porcentaje, el margen de beneficio indica cuántos céntimos de beneficio se han generado por cada dólar de venta.

A prospect (or sales prospect) is an individual who'd likely have an interest in your products or services because of certain attributes they have.

Sales prospecting is the process of researching and identifying potential customers (prospects) with the goal of selling to them.

In sales, qualification (or lead qualification) is the process of determining whether a prospective customer has the budget, authority, need, and willingness to buy your product or service.

A qualified lead is a lead that has been deemed likely to result in business by both marketing and sales teams. A qualified lead typically exhibits certain characteristics like scheduling a call or submitting your contact form.

Qualifying a prospect means to determine whether or not someone who is interested in your services is a good fit as a customer. Qualified sales leads have a higher return on investment and higher close rate.

A quota is the specific amount of sales a salesperson is expected to achieve in a given period.

A referral is an act of sending business to another person or company, usually in return for a commission—or for free. Referral sales is a strategy that reps may use to generate new sales leads from existing customers.

A Request for Information (RFI) is a standard business process used by customers to collect written information regarding the capabilities of various suppliers to better inform buying decisions.

A request for proposal (RFP) is a business document that announces a project, describes it, and solicits bids from qualified contractors to complete it. Most organizations prefer to launch their projects using RFPs, and government agencies nearly always use them.

Return on investment (ROI) is a performance measure used to evaluate the efficiency or profitability of an investment or compare the efficiency of a number of different investments.

Sales automation uses software to eliminate repetitive, manual tasks and automates them to allow you and your sales team to focus more on closing sales and getting paid.

Sales bundling is offering several products or services for sale as one combined product or service package. In a bundle pricing, companies sell a package or set of goods or services for a lower price than they would charge if the customer bought all of them separately.

A sales call is an unsolicited phone call that a salesperson makes to a prospective customer to generate business. Sales calls allow sales reps to convey important information about a good or service that they hope will hook the customer and result in a sale.

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

A sales cycle is the process potential buyers go through before buying from a business. It's also the process the business uses to sell its product or service to customers. For many (if not most) businesses, a sales lifecycle consists of four main stages: prospecting, outreach, closing, and follow-up.

A sales dashboard is a data visualization tool that portrays your most important sales metrics in a way that is easy to understand. Sales dashboards can be created for a variety of sales department matters, such as performance, conversions, and activities completed.

Un representante de desarrollo de ventas (SDR) es un profesional que genera nuevos clientes potenciales y cumple con los objetivos de su empresa. También puede encargarse de filtrar a los clientes potenciales, gestionar el proceso de ventas e informar de sus progresos al director comercial.

Un marcador de ventas es un software o una aplicación especializada que se utiliza en el ámbito comercial para automatizar el proceso de marcar los números de teléfono de los clientes potenciales. Aumenta la eficiencia de los comerciales al marcar los números automáticamente, filtrar las llamadas sin respuesta, los mensajes de voz y las señales de ocupado, y conectar rápidamente a los comerciales con las personas que contestan.

Sales enablement is the practice of providing the tools, templates, information, and support that salespeople need to be more effective and successful in their roles. This can include everything from training and education to technology and data.

Un embudo de ventas es un modelo centrado en el cliente que utilizan las empresas para guiar a los clientes potenciales a lo largo del proceso de venta, con el objetivo de cerrar finalmente la venta. Su representación gráfica se asemeja a un embudo: la parte superior del embudo representa a los clientes potenciales menos cualificados, mientras que la parte inferior representa a los clientes potenciales más cualificados, que tienen más probabilidades de convertirse en compradores.

A sales kickoff meeting is an event designed to bring your sales team together to share best practices, product updates, new sales strategies, and get everyone re-invigorated to work hard and bring in new sales.

A sales lead is a person or business who may eventually become a client. Sales lead also refers to the data that identifies an entity as a potential buyer of a product or service.

A sales methodology is a systematic, repeatable approach that sales teams follow to move a prospect along the sales pipeline and eventually convert them into a customer. It outlines the principles, practices, and processes used to interact with potential customers effectively.

Sales objections are expressions or responses from prospective buyers indicating hesitancy or refusal to purchase a product or service. They are barriers to sales that arise due to various concerns such as price, product functionality, or timing.

Sales operations describe the processes and resources that are necessary to sell a product or service. The sales operations team in a company normally handles the purchase and implementation of tools, setting up automation workflows, outlining sales territories, building incentive programs, and more.

A sales pitch is a short, persuasive speech or message that is typically used to convince an audience to buy a product or service.

A sales plan template provides an outline for a sales plan. It makes it easier to describe your sales objectives, target audience, and specific steps, strategies, and tactics your business will use to hit sales and revenue goals.

A sales presentation is a formal communication approach where a salesperson demonstrates a product or service to a prospective buyer with the objective of making a sale. The presentation is tailored to highlight the product’s features and benefits, addressing the specific needs and pain points of the potential customer. It aims to persuade the prospect that the offered solution is the best option to solve their problem or fulfill their need.

A sales process is a system used to manage sales interactions with customers and prospects and move them through the sales funnel. It details every step from prospecting to closing the deal. Common steps in the sales process include prospecting, contact management, opportunity management, deal management, and activity management.

Sales productivity is the ratio of effectiveness (outputs) versus efficiency (inputs). In layman's terms, it means maximizing sales results while minimizing resources expended, such as cost, time, and effort.

Un cliente potencial cualificado para ventas (SQL) es un cliente potencial que el equipo de ventas ha evaluado y considerado listo para comprar. Por lo general, ha solicitado información de manera formal sobre los productos o servicios de la empresa y ahora está interesado en realizar una compra.

A sales territory is the regional, industry, or account type assigned to a specific salesperson or sales team.

Sales training is the process of developing the skills of your sales force to create more and better sales opportunities and close higher profit deals.

Sandler training is a sales training methodology developed by David Sandler in the late 1960s. It focuses on a consultative selling approach that emphasizes the importance of building relationships, qualifying leads effectively, and closing deals in an efficient manner.

Segmentation is the process of dividing an email or contact list into smaller groups so you can send more personalized messages to each group. Common attributes used for segmentation include things like geography, age, gender, interests, industry, or past purchase history.

El modelo SaaS de autoservicio empodera a los usuarios finales al proporcionarles recursos, guías y otros materiales que les ayudan a encontrar soluciones por sí mismos, en lugar de depender de un comercial.

"Vender es un juego de números" se refiere al principio de que el resultado de los esfuerzos de venta viene determinado en gran medida por la cantidad de actividades de venta. Subraya la idea de que cuantas más actividades de divulgación -como llamadas, correos electrónicos y reuniones- realice un vendedor, mayor será la probabilidad de conseguir más ventas. Este término subraya la importancia tanto del volumen como de la persistencia para lograr el éxito en las ventas, aunque las interacciones de calidad siguen siendo esenciales.

“Selling the Sizzle” is a technique of selling the product’s benefits rather than its features. In this approach, sales and marketing efforts are directed at highlighting the emotional payoff, showcasing how the product can enhance the buyer's lifestyle, solve a problem, or deliver a specific feeling, rather than just providing a list of features.

A sales sequence or cadence is a series of touchpoints with a lead over time. The goal of a sequence is to move prospects through your sales pipeline and convert them into paying customers. This may include touchpoints via email, text message, or phone calls.

A Service-Level Agreement (SLA) is a contract between a service provider and its customers that specifies the details of the services to be provided. It often outlines details like the duration of the service, availability, response time, and penalties for failing to meet the agreement.

A Small to medium-sized business (SMB) is typically a company with a small- to medium-sized workforce. Most people characterize small to medium businesses as organizations with less than 1000 staff members and below $1 billion in annual revenue.

“Smile and Dial” is the act of cold-calling with a positive and bright tone of voice and a smile that communicates warmth and trustworthiness over the phone.

Social selling is the use of social media platforms (like Facebook, LinkedIn, and Twitter) to interact with prospects and customers to generate leads, nurture relationships, and grow sales.

Software as a Service (SaaS) is a software distribution model in which applications are hosted by a provider and made available to customers over the Internet. SaaS is typically delivered on a pay-as-you-go basis, or via a monthly or annual subscription.

Solution selling is a sales strategy that focuses on understanding a customer's specific challenges and then offering tailored solutions or products to address those needs, emphasizing the benefits of the solution rather than just the features of a product. It aims to provide comprehensive, customer-centric solutions that solve specific problems.

SPIN Selling es una metodología de ventas desarrollada por Neil Rackham, autor del éxito de ventas «SPIN Selling».

A System of Record (SOR) is the official record where important information is stored in an organization. It's the go-to place where you can find accurate and up-to-date data about things like customer names, product prices, employee salaries, or inventory quantities.

A talk track is a sales script or series of questions that help to keep a conversation with a prospective customer on track.

Target account selling is a B2B strategy that zeroes in on the most valuable prospects by focusing on factors like deal value, ideal customer persona, industry, revenue sources, pain points, buying signals, and budget. The goal of all that targeting is to generate more revenue with fewer but bigger customer accounts.

A "tire-kicker" is a term used in business to describe a potential customer who shows interest in a product or service but rarely commits to a purchase. They consume time and resources by asking questions and engaging in discussions without buying.

El «Top of the Funnel» (TOFU) describe la primera etapa del recorrido del comprador, en la que los clientes potenciales descubren una marca y buscan información para resolver un problema o satisfacer una necesidad. En esta fase, el objetivo es ofrecer contenido informativo que ayude a estas personas a comprender sus retos y opciones, en lugar de promocionar un producto o servicio concreto.

Total Addressable Market (TAM) is the largest possibility in terms of revenue for a specific company, organization, or business.

Touchpoints are the points of contact between you and your customers. Every time a customer comes into contact with your business, a touchpoint event is created.

Las ferias comerciales son eventos en los que las empresas de un sector concreto presentan sus productos o servicios a un público específico, compuesto normalmente por clientes potenciales, socios y profesionales del sector.

A sales trigger is an event in the world of a potential customer that creates an opportunity for you to contact them as a prospect. An external trigger may include a new round of funding, mergers, or a hiring push. These triggers may make it a better time for outbound sales reps to reach out to the company.

Generally, a unicorn is a privately held startup company with a current valuation of US$1 billion or more. It denotes a company that has achieved significant growth, innovation, and market presence, leading to its high valuation.

A unique selling proposition (USP) refers to the unique benefit exhibited by a company, service, product or brand that enables it to stand out from competitors. The unique selling proposition must be a feature that highlights product benefits that are meaningful to consumers.

Unit economics refers to a company's revenues and costs related to an individual unit of production. A unit is simply one separate, quantifiable element that the company can create and sell and that adds value to both customers and the business.

Upselling is a sales technique where a seller encourages a buyer to purchase more expensive items, upgrades, or other add-ons in an attempt to make a more profitable sale.

The user experience (UX) is how a user interacts with and experiences a product, system or service. It includes a person's perceptions of utility, ease of use, and efficiency.

User Interaction refers to the communication between a user and a digital system, such as a website, app, or software. It encompasses all aspects of end-users communications with a company, its products and services.

The user interface (UI) is the point at which human users interact with a computer, website or application. The goal of effective UI is to make the user's experience easy and intuitive, requiring minimum effort on the user's part to receive the maximum desired outcome.

A value gap occurs when there is a difference between the perceived value of a company or product and the actual market value the owner expects to sell it for to make gains.

A value proposition is a statement that describes what makes your company or product different from your competitors. It should be clear, specific, and relevant to your target customer.

Una llamada de seguimiento consiste en ponerse en contacto con un cliente potencial con el que un comercial o la empresa ya han tenido algún contacto previo.

X-Sell, or cross-sell, is a sales strategy where businesses offer additional, complementary products or services to existing customers. It aims to increase the value customers receive from a business, enhancing their overall experience and satisfaction.

Yield management, also known as revenue management, is a pricing strategy used by businesses to optimize their revenue by adjusting prices for goods or services based on demand and other factors.

Zero-based budgeting (ZBB) is a financial management approach that involves creating budgets from scratch for each budgeting period, rather than using the previous period's budget as a baseline.