Career
Sales
Help people buy what they actually need
Novice
Mastery0%
Novice
Career
Help people buy what they actually need
Novice
Subdomain
Most deals are won or lost in discovery. Asking the right questions before any pitch separates top performers from demo-mongers.
Consultative Selling
A sales approach that prioritises diagnosing the buyer's problem before prescribing a solution, mirroring how a doctor works.
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The SPIN Framework
A research-backed questioning sequence for complex sales that moves a buyer from vague awareness of a problem to a felt need to solve it.
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Discovery Calls
A structured first conversation designed to qualify a prospect and understand their situation, pain, and decision process before any proposal.
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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.