A free, self-paced textbook in 7 chapters. Read a chapter, then drill it with the 100 companion flashcards using spaced repetition.
B2B, or Business-to-Business, refers to the sale of products or services from one company to another, in contrast to B2C (Business-to-Consumer) where businesses sell directly to in...
Lead generation is the process of attracting and identifying potential customers, called leads, who may benefit from your offering. Leads can be generated through inbound channels,...
The discovery call is the initial sales conversation designed to uncover the prospect's pain points, goals, decision process, and overall fit. Key questions to ask include: What ch...
A strong value proposition is a clear statement of the tangible results a customer gets from using your product, articulating how you solve their problem better than alternatives....
Once discovery has surfaced the prospect's pains, sellers move to demonstration and validation. A demo is a live or recorded product demonstration tailored to the prospect's specif...
Closing a deal requires both the right moment and the right technique. Several classic closes help sellers move prospects toward commitment. The trial close gauges buying readiness...
Modern B2B sales depends heavily on tooling and structured outreach. A CRM, or Customer Relationship Management system, is software that tracks interactions, deals, contacts, and a...