Sales Academy

AI in Product Management and Product Marketing Artificial Intelligence is actively changing how product management, product leaders, marketers, and innovators approach their work.  From automated quality assurance to synthesizing market research data and improving product analytics, AI streamlines workflows and unlocks new growth opportunities.  AI-powered product recommendations can increase sales by up to 30%.” Source: […]

The Sales Coaching Dilemma Sales coaching is the key to unlocking peak performance. But let’s be honest—most sales coaching processes are inconsistent, manual, and impossible to scale. Generative and Conversation Scorecards give reps and managers more straightforward access to better, on-demand coaching tailored to you and your organization. Sales managers want to help their reps […]

What Is Competitive Intelligence? Competitive intelligence (CI) is the process of collecting, analyzing, and using data on competitors to refine business strategy. This includes tracking market trends, understanding competitor positioning, and identifying opportunities to gain a competitive edge. Unlike basic research, CI goes deeper by offering actionable insights that influence sales, marketing, and product development […]

Quality Assurance (QA) is a structured process that ensures products, services, and customer interactions meet predefined quality standards. It focuses on preventing issues before they arise, improving operational efficiency, and maintaining a consistent level of service. QA applies across industries, from software development to call centers, helping businesses maintain high performance and customer satisfaction. “Companies […]

What Is a Small and Medium-Sized Enterprise (SME)? A Small Medium Enterprise (SME) refers to businesses larger than micro-businesses but smaller than large enterprises. SMEs operate with limited resources but are agile, adaptable, and often drive innovation within their industries. These businesses play a vital role in local and global economies, contributing to job creation, […]

What Is Remote Sales? Remote sales, also known as virtual selling or digital sales, is the process of selling products or services without in-person interactions. Instead of traditional face-to-face meetings, remote sales reps engage prospects through phone calls, video meetings, email, and chat platforms. This method allows sales teams to expand their reach beyond geographic […]

A Sales Qualified Lead (SQL) is a prospect thoroughly vetted by marketing and sales teams and considered ready for direct sales engagement. SQLs have moved beyond the early interest stage and have demonstrated clear buying intent by requesting a demo, engaging in a sales conversation, or expressing urgency around purchasing a solution. Unlike Marketing Qualified […]

A Marketing Qualified Lead (MQL) is a prospect who has shown interest in a company’s product or service but isn’t quite ready for a direct sales conversation. They’ve engaged with marketing efforts—maybe they’ve downloaded an eBook, attended a webinar, or visited a pricing page—but they still need nurturing before becoming a Sales Qualified Lead (SQL). […]

Lead qualification is about ensuring your sales team spends time on the right people. It’s evaluating potential customers to see if they’re a good fit for what you’re selling. A substantial qualification process helps sales reps prioritize leads most likely to convert, saving time and boosting efficiency. Without lead qualification, reps chase leads that might […]

Demand generation is all about creating interest and engagement before a prospect is ready to buy. Demand gen is not just about capturing leads. It’s about building brand awareness, nurturing long-term relationships, and driving high-quality prospects into your sales funnel. “Companies that excel at demand generation experience a 23% higher conversion rate from marketing-qualified leads […]

Lead nurturing is all about relationship-building. It’s not just about getting a lead’s contact information—it’s about guiding them from initial interest to a sales-ready mindset. Whether it takes a few days or several months, the goal is to keep leads engaged, provide value at every step, and ensure they think of your solution when they’re […]

What is Deal Velocity about? Deal velocity is all about speed—how quickly a deal moves through your pipeline and turns into revenue. It’s a direct reflection of how efficient (or sluggish) your sales process is. A high deal velocity means you’re closing deals fast. A low one? You might have some roadblocks slowing you down. […]