A free, self-paced textbook in 8 chapters. Read a chapter, then drill it with the 578 companion flashcards using spaced repetition.
The primary goal of sales is to help customers solve problems and achieve desired outcomes by matching their needs with the right offering. This problem-solving orientation disting...
Prospecting is the process of identifying and reaching out to new potential customers, and it is the engine that fills the top of the pipeline. Common prospecting channels include...
Discovery and qualification are the heart of value-creating selling. The typical purpose of a discovery call is to understand the prospect's situation, challenges, goals, and decis...
Most deals involve multiple people, and skilled sellers map and influence them deliberately. A decision-maker has final authority to approve or reject a purchase, while a gatekeepe...
Objections are a normal part of selling, not a sign of failure. Objection handling means responding to concerns or resistance in a way that clarifies misunderstandings and keeps th...
A sales pipeline is an organized, visual representation of all active opportunities and their stages, while a sales funnel illustrates how a large number of leads narrows down to a...
Post-sale work is where compounding revenue lives. Customer success (CS) is the function focused on adoption and renewal, and close collaboration with sales improves retention, ups...
A modern sales organization is a coordinated system of roles, processes, and incentives. Sales Development Representatives (SDRs) focus on prospecting, qualifying leads, and bookin...