Career
Sales
Help people buy what they actually need
Novice
Mastery0%
Novice
Career
Help people buy what they actually need
Novice
Subdomain
Closing is not a trick. It is the logical consequence of a well-run discovery and a genuine fit. Pressure tactics fail in repeat-business markets.
Objection Handling
The skill of responding to a buyer's stated concerns in a way that either resolves them or reveals that they signal deeper unvoiced issues.
Open
Closing Techniques
The set of approaches used to move a qualified buyer to a final decision, ranging from direct asks to conditional and summary closes.
Open
Negotiating on Price
The specific skill of holding or defending price during a sales negotiation while preserving the relationship and the perceived value of the product.
Open
CAC
Customer Acquisition Cost. Total sales and marketing spend divided by customers acquired.
LTV
Lifetime Value. Revenue a customer generates over their entire relationship with the company.
Win rate
Percentage of qualified opportunities that close as won deals.
SPIN
Situation, Problem, Implication, Need-Payoff. Rackham's questioning framework for B2B sales.
BANT
Budget, Authority, Need, Timeline. A sales qualification framework.
MEDDIC
Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion. An enterprise qualification framework.
Pipeline
The set of active deals at various stages of the sales process, used for forecasting.
Mutual Action Plan
A shared checklist of steps and dates that both buyer and seller must complete to close a deal.
Discovery call
A structured early conversation to understand the prospect's situation, pain, and buying process.
Champion
An internal advocate at the prospect company who believes in your solution and helps you navigate their organisation.
Churn
The rate at which customers cancel or do not renew. High churn destroys LTV.
Stage-exit criteria
Verifiable conditions that must be met before a deal advances to the next pipeline stage.