In the competitive world of face-to-face sales, knowing and mastering key vocabulary is essential to standing out and closing more deals.

Our In-Person Sales Glossary brings together essential terms that every salesperson should know, ranging from initial strategies—such as approaching prospects—to advanced concepts like conversion rate optimization (CRO).

This resource is designed to strengthen your skills and help you maximize your results in every interaction with potential customers

A

• Approach: An initial strategy for contacting a potential customer and introducing a product or service.
• Field Support: The process of accompanying a sales representative on customer visits to provide support and advice.

C

• Email Campaigns: Marketing strategies that use email to communicate with prospects and customers.
• Churn: The rate at which customers are lost over a given period.
• Marketing Qualified Lead (MQL): A prospect who has shown sufficient interest in a product or service to be considered a qualified lead.
• Sales Qualified Lead (SQL): A lead that has been evaluated and qualified as ready to be contacted by a salesperson.
• Customer Success: A strategy focused on ensuring that customers achieve their goals when using a product or service.
• CRO (Conversion Rate Optimization): The process of optimizing a website or campaign to increase the conversion rate.
• Cross-Selling: A strategy that involves offering complementary products to customers who are already making a purchase.

D

• Gantt chart: A visual planning tool that displays a project's timeline.
• Downselling: A strategy of offering a lower-priced product or service when a customer is unwilling to purchase the original.

E

• Customer Experience: The customer's perception of their interaction with the company.

F

• Forecast: A projection of future sales based on historical data and market analysis.

M

• MQL (Marketing Qualified Lead): A lead that has shown sufficient interest to be considered potentially valuable.
• MOFU (Middle of the Funnel): The middle stage of the sales funnel, where leads are nurtured before being converted into customers.
• MRR (Monthly Recurring Revenue): Monthly recurring revenue generated by subscriptions or contracts.

P

• Sales Plan: A document that details sales goals and the strategies for achieving them.
• After-Sales: Services and support provided to customers after they make a purchase.
• Profiles: Detailed descriptions of ideal customers or buyer personas.

R

• Roles: Specific positions within a sales team, such as sales representative or sales manager.

S

• Sales Scripts: Predefined scripts that guide salespeople in their interactions with customers.
• Sales Stack: A set of tools and technologies used by a sales team.
• Email Sequences: A series of automated emails sent to potential customers in a specific order.
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T

• Conversion Rate: The percentage of leads that become customers after the sales process.
• TOFU (Top of the Funnel): The initial stage of the sales funnel, where leads are generated.
• Response Time: The time it takes a salesperson to respond to a customer inquiry.

At Grupo Estrategia y Marca LLC, we understand that knowledge is power. This glossary is a tool designed to enhance your performance in face-to-face sales and help you achieve your business goals.

If you’d like to continue learning and discovering practical strategies to improve your results, we invite you to visit our blog section at www.estrategiaymarca.com. You’ll find articles full of ideas and tips that will make a difference in your professional career. Explore our content and take your skills to the next level!