Insights
NLS Wiki
Insights
NLS Wiki
| Terminology | Explanation |
| Agile Change Management | An adaptive and flexible approach to managing change that borrows principles from agile methodologies. Agile change management emphasizes iterative processes, responsiveness to evolving circumstances, and involving employees in decision-making to drive successful transformations. |
| B2B Digital Sales | B2B Digital Sales, or Business-to-Business Digital Sales, is the use of digital technologies for selling between businesses. This approach streamlines B2B sales through online platforms, including lead generation, prospecting, nurturing, online presentations, negotiations, and deal closures via digital channels such as websites, email, and social media. |
| B2B Lead Generation | B2B Lead Generation specifically targets the acquisition of potential business clients or partners in a business-to-business context. It focuses on tailoring strategies and tactics to the unique needs and characteristics of B2B relationships. |
| B2B Online Sales | B2B Online Sales is the process of selling products or services to other businesses through the internet. B2B Sales online differs from traditional B2B sales, where sales representatives meet prospects in person or through phone calls. |
| B2B Sales | B2B Sales stands for "Business-to-Business" sales and refers to the process of selling products or services from one company to another. In B2B sales, the focus is on building long-term business relationships, understanding the specific needs of business clients, offering tailored solutions, and creating value together. This sales approach differs from "Business-to-Consumer" (B2C) sales, where products are sold directly to end consumers. |
| B2C Sales | B2C Sales stands for "business-to-customer" sales and refers to the process of selling products or services from a company to an end customer. The end customer is therefore not a company and does not sell any goods or services itself. |
| Change Management | Strategic process to plan, implement and monitor change in an organisation. The aim is to minimise resistance, promote acceptance of change and ensure that goals are effectively achieved while minimising disruption to operations. |
| Change Management Consulting | This practice entails providing expert guidance and consultancy services to organizations undergoing change. Change management consultants leverage their expertise to help organizations optimize their change processes, overcome obstacles, and achieve successful outcomes. |
| Change Management in Sales | The application of change management principles to sales processes and strategies. It involves implementing changes in sales techniques, tools, and approaches to drive improved sales performance and results. |
| Change Management Methods | Systematic approaches and frameworks employed by organizations to plan, execute, and monitor changes effectively. Change management methods encompass strategies, tools, and best practices aimed at guiding teams through transitions while mitigating resistance and ensuring positive outcomes. |
| Change Processes | Refers to the structured series of steps and activities undertaken by an organization to transition from its current state to a desired future state. These processes are vital for implementing organizational transformations, ensuring a smooth shift, and minimizing disruptions to operations and personnel. |
| Coach the Coach | Experienced sales coaches / trainers support managers to improve their skills in leading and training sales teams. The aim is to develop leaders who are able to coach and motivate their teams effectively. |
| Content Marketing | Content Marketing is a marketing technique that is designed to appeal to the target group with informing, consulting and entertaining content in order to convince them of their own company and its reange of services or its own brand. |
| CRM (Customer-Relationship-Management) | Customer-Relationship-Management is the strategic approach to managing customer relationships with the aim of understanding, attracting, retaining and nurturing customers. It includes processes, technologies and practices to effectively manage customer interactions and improve customer satisfaction. |
| CRM Software | Place where all customer data and all performance-related key figures of the sales representatives regarding the contact/sales attempts with the customer are stored. When did the salesperson call the customer? What was the content of the conversation and when will the next contact take place? |
| Customer Decision Journey | A customer decision journey is a process that the customer goes through before making a purchase decision. |
| Customer Satisfaction Score | The Customer Satisfaction Score (CSAT) is a value designed to measure customer satisfaction, referring to the evaluation of services or products. |
| Terminology | Explanation |
| Data & Insights | When speaking of data, it refers to, among other things, details such as location, browsing history and personal data. It defines the user behaviour or the actions of third parties. For example, data may appear as push notifications that the user responds to. |
| Data Driven Sales | Data-Driven Sales involves using data-based insights and analytics to optimize sales strategies. It entails analyzing sales data, market information, and customer behavior to make informed decisions that enhance the effectiveness of sales efforts. Data-driven approaches can improve sales processes, create sales forecasts, and develop personalized sales strategies. |
| Digital Change | Digital transformation (also known as "digital change") refers to an ongoing process of change based on digital technologies, which as a digital revolution affects the whole of society and, in economic terms, especially companies. |
| Digital Change Management | The practice of managing organizational changes in the context of digital transformation. It involves adapting to new digital technologies, processes, and tools while ensuring that employees and stakeholders effectively navigate and embrace these changes. |
| Digital Change Manager | Ein Fachmann, der für die Leitung und Verwaltung der digitalen Transformationsbemühungen innerhalb eines Unternehmens verantwortlich ist. Diese Rolle umfasst die Überwachung der Einführung digitaler Technologien und die Sicherstellung, dass digitale Initiativen mit den Geschäftszielen übereinstimmen. |
| Digital Experience Platform (DXP) | The Digital Experience Platform (DXP) is a new category of enterprise software that meets the needs of businesses in digital transformation with the ultimate goal of providing better customer experiences. DXPs can be a single product but are often a number of products that work together, such as custom portals. |
| Digital Information Hub | A Digital Information Hub is a centralized, searchable platfom that stores multiple file types to help users quickly and easily find the information they need. |
| Digital Marketing | Digital Marketing is the marketing of products or services using digital technologies on the internet via mobile phone apps, display advertising and other digital media. |
| Digital Sales | Digital Sales encompasses the entire process of selling products or services using digital technologies and online platforms. It involves leveraging digital channels such as social media, websites, mobile apps, and e-commerce platforms to reach, engage, and convert customers. Digital sales strategies may include online advertising, content marketing, email campaigns, social selling, and personalized online shopping experiences. This approach enables businesses to connect with a wider audience, gather data-driven insights, and provide convenient purchasing options to customers in the digital age. |
| Digital Sales Coaching | Digital sales coaching refers to the use of online tools, platforms, and resources to provide training, guidance, and support to sales professionals. It leverages technology to deliver targeted sales coaching, often through webinars, e-learning modules, or virtual meetings. |
| Digital Sales Consulting | Digital sales consulting refers to a specialized form of advisory and strategic services aimed at helping businesses improve their digital sales efforts. It involves working with companies to enhance their online sales processes, strategies, and tactics in order to achieve better results and increase revenue through digital channels. |
| Digital Sales Excellence | Digital Sales Excellence refers to the exceptional performance and proficiency in using digital tools, strategies, and techniques to effectively sell products or services in the online marketplace. It encompasses a range of skills and practices that enable sales professionals and organizations to leverage digital technologies to their advantage, ultimately leading to increased revenue, customer satisfaction, and market competitiveness. |
| Digital Sales Funnel | A digital sales funnel is set up to guide people through the process of buying things to get to your end result or to high-income products or services. |
| Digital Sales Playbook | A comprehensive strategic guide used in sales, specifically tailored for the digital realm. It details tactics, techniques, and approaches essential for achieving sales objectives in online environments, including prospecting, leveraging social selling strategies, and optimizing the use of digital tools to engage customers effectively within the digital space. |
| Digital Solutions | Digital Solution is basically a set of solutions provided by a digital marketing agency or consultant to build a successful business and help it succeed both online and offline. |
| Digitalization | Process of transforming analogue information, processes and services into digital formats and technologies. This enables the storage, processing and transmission of data in electronic form and provides a basis for automation, increased efficiency and innovative applications. |
| Digitalization of B2B Sales | Refers to the specific integration of digital technologies and automation into business-to-business (B2B) sales practices. It aims to enhance efficiency and effectiveness in B2B sales transactions. |
| Digitalizationof Sales | Represents the overall digital transformation of sales processes within an organization. It involves modernizing and automating sales activities using digital technologies. |
| Double Opt In (DOI) | The so-called double opt-in is a procedure in online marketing in which the subscriber of a newsletter or the recipient of company information must additionally confirm their consent in a second step in contrast to the single opt-in. This method is one of today's common methods with which users can give their consent to receive mails. |
| Electronic Data Exchange | EDI is a sub-sector of electronic data processing and refers to the exchange of data between application systems of different companies or between individual sub-sectors within a company using electronic transfer procedures. |
| Terminology | Explanation |
| Hybrid Selling | Linking digital and analogue sales activities. Combines face-to-face contacts, where customer and salesperson are in the same place, and the use of virtual contact points, e.g. via digital communication tools. |
| Inbound Marketing | The Inbound Marketing Method is based on being found by the customer himself without any commercial contact with the brand. The aim is to attract the attention of the target group without any commercial intervention. |
| Inside B2B Sales | Sales process where businesses sell to other businesses through remote methods, such as phone, email, or online platforms. Inside Sales B2B differs from the traditional outside sales, where sales representatives meet prospects in person. |
| Inside Sales | Inside Sales is a sales strategy where sales professionals engage with and sell to customers remotely, typically from a central location like an office. This approach often involves phone calls, emails, video conferencing, and other digital communication methods to connect with and close deals with customers, as opposed to traditional face-to-face sales. |
| IoT (Internet of Things) | IoT is a generic term for technologies of a global infrastructure for linking multiple means of communication. It enables physical and virtual objects to be networked with each other and thus collaboration through information and communication techniques. |
| Terminology | Explanation |
| Lead Generation | Lead generation is the strategic process of identifying and attracting potential customers or prospects for a business's products or services. It involves various marketing techniques and channels, such as content marketing, advertising, and lead magnets, to initiate contact and gather information about individuals or businesses interested in what the company offers. |
| Lead Management | A comprehensive approach to overseeing and nurturing leads throughout their entire lifecycle. It encompasses lead tracking, segmentation, follow-up, and engagement strategies to guide leads from initial contact through conversion, ensuring efficient and effective sales processes. |
| Lead Qualification | Lead qualification is the practice of evaluating and categorizing leads based on specific criteria, such as budget, authority, need, and timeline, to determine their readiness for conversion. This helps prioritize leads for further engagement. |
| Lead Source | Refers to the specific origin or channel through which leads are acquired. These sources can include website forms, social media, trade shows, referrals, and more. |
| Lead Validation | Lead validation is the process of verifying the accuracy, legitimacy, and quality of leads. It ensures that the leads acquired are genuine and worth pursuing, reducing the risk of wasted resources on unqualified or invalid prospects. |
| Terminology | Explanation |
| Marketing Engine | A marketing engine is a sending play-off system |
| Net Promoter Score (NPS) | Net Promoter Score, or short, NPS, is an easy-to-use, global metric that measures the likelihood of referral and thus predicts business growth. It asks only a simple question: "How likely is it that you would recommend us to a friend or colleague?" |
| Next Generation Sales | Next Generation Sales refers to the use of digital technologies, data analytics, agile methods, and customer-centric solutions to improve the efficiency and effectiveness of sales processes and outcomes. It involves transforming the sales organization, culture, and capabilities to meet the changing expectations and needs in the digital era. |
| Next Level Sales | Next Level Sales refers to a sustainably stronger performance and efficiency along the entire sales channel. With Winsales' unique combination offer, salespeople are enabled to work digitally and data-supported, while at the same time optimizing the necessary processes and structures and ensuring long-term and sustainable change as part of change management. |
| Omnichannel Approach | An omnichannel approach is a sales approach that aims to provide customers with a seamless shopping experience, whether the user is shopping online, from a desktop or mobile device, by phone, or in-store. |
| Online Sales | Online Sales refers to the process of selling products or services through internet-based channels, such as e-commerce websites, online marketplaces, or social media platforms. It involves reaching and engaging with customers exclusively or primarily via digital means. |
| Online Sales Training | Involves sales training programs and workshops delivered through digital or online platforms. It allows sales professionals to enhance their skills and knowledge remotely. |
| Opt-in | Opt-in is an explicit consent procedure from Permission Marketing, in which the end user must first explicitly allow advertising contact recordings, usually by email, telephone or SMS – in writing. |
| Outbound Marketing | In this type of marketing, a company initiates contact with potential customers and provides them with corresponding advertising messages. |
| Terminology | Explanation |
| Process & Automation | Process and automation refers to the use of digital technologies performed to achieve or improve a workflow or function. |
| Project Management Officer (PMO) | A project management office is a group or department within a company that defines and maintains standards for project management within the company. The PMO introduces and standardizes repetitive effects in the execution of projects. |
| Qualified Leads | Signifies leads that have undergone a process of assessment and meet predefined criteria indicating a higher probability of conversion. These leads are typically more valuable to sales teams. |
| Remote Sales | Remote Sales refers to the sales process where sales activities are conducted remotely or from a distant location. This can be done through digital communication tools such as phone calls, emails, video conferences, and online presentations. Remote sales enable salespeople to reach customers regardless of geographical limitations and close deals without in-person meetings. |
| Terminology | Explanation |
| Sales Automation | Sales Automation is the mechanization of manual, time-consuming sales tasks with the help of software, artificial intelligence (AI) and other digital tools. It aims to steer the responsibilities that salespeople and managers have. |
| Sales Consulting | Sales Consulting entails providing expert advice, analysis, and recommendations to businesses seeking to improve their sales strategies, processes, and outcomes. Winsales sales consultants leverage their industry knowledge, market insights, and expertise to help companies identify growth opportunities, address challenges, optimize sales operations, and develop tailored strategies to enhance revenue generation. Sales consulting can cover areas such as market research, customer segmentation, sales pipeline management, and the implementation of best practices to achieve sustainable sales growth. |
| Sales Controlling | The process of monitoring and analyzing sales and distribution activities to ensure they align with the company's sales strategy and objectives, often involving performance metrics and key performance indicators (KPIs). |
| Sales Efficiency | Sales efficiency is a measure of how much revenue a sales team generates for every euro/ dollar it spends on selling activities. It is calculated by dividing the sales revenue by the sales cost. A higher sales efficiency ratio means that the sales team is using its resources more effectively and generating more sales with less expense. Sales efficiency is not the same as sales effectiveness (the ability to convert prospects into customers at each stage of the sales process). |
| Sales Field Service | Refers to the field sales or outside sales team responsible for meeting clients or customers in person. These professionals play a crucial role in building relationships, understanding client needs, and closing deals through face-to-face interactions |
| Sales Management | The practice of overseeing and coordinating all sales-related activities within an organization. It encompasses strategic planning, resource allocation, team management, and the implementation of effective sales processes to achieve revenue targets. |
| Sales Manager Training | Sales manager training is a type of professional development that aims to improve the skills and knowledge of sales managers. Sales manager training can help to enhance their leadership, communication, coaching, negotiation, and analytical abilities, as well as to learn best practices and new trends in sales management. |
| Sales Organization | Includes all regulations, decisions, processes and measures related to the function of sales. It is further subdivided into internal organisation and external organisation of sales. The internal organisation structures the activities and tasks that the company's own departments take on. The external organisation controls, monitors and regulates the relationships with external sales bodies, e.g. sales partners, commercial agents, independent sales branches. |
| Sales Plan | A detailed document that outlines the specific actions, goals and timelines associated with a company’s sales strategy. It serves as a roadmap for the sales team, providing clear direction and benchmarks for measuring progress and success. |
| Sales Process | The sales process, is a structured series of steps that a company follows to sell its products or services. This typically includes lead generation, lead qualification, customer engagement, product presentation, negotiation, and closing the sale. |
| Sales Strategy | A comprehensive plan outlining how a company intends to distribute and sell its products or services to its target market, focusing on achieving specific sales and revenue goals. |
| Sales Support | Includes the provision of support services and resources to sales teams. This support may encompass marketing materials, sales training, access to customer data, and tools to streamline the sales process. |
| Sales Training | Sales Training refers to the structured process of educating and developing sales professionals to enhance their skills, knowledge, and capabilities. It involves providing instruction on various aspects of sales, including product knowledge, communication techniques, customer relationship management, objection handling, and negotiation skills. Sales training programs aim to equip sales teams with the tools and strategies needed to effectively engage with customers, overcome challenges, and drive successful sales outcomes. Training can be conducted through workshops, seminars, online courses, role-playing exercises, and continuous learning initiatives. |
| Sales Workshop | A sales workshop is a type of training session that aims to improve the skills and knowledge of salespeople. It usually involves a small group of participants who work collaboratively on a specific topic or challenge related to sales. A sales workshop can be conducted in person or online, depending on the needs and preferences of the organizers and attendees. |
| Salesforce.com | SFDC stands for Salesforce.com (Sales Force Dot Com) and is a software system that offers solutions for CRM, marketing and service.  |
| Single Opt In | Single opt-in is a simple order or sign-up, e.g. to subscribe to a newsletter. For single opt-in, the registration does not have to be confirmed as in the case of the double opt-in. |
| Train-the-trainer | An educational approach in which experienced trainers are trained to train others. The goal is to strengthen the skills and competencies of trainers to facilitate more effective training or development for participants. |
| Terminology | Explanation |
| Virtual Sales | Involves conducting sales activities entirely in a digital or online environment. This approach leverages digital tools and platforms for lead generation, customer interactions, and deal closures |
| Virtual Sales Coaching | Involves providing coaching and guidance to sales professionals through online or virtual platforms. It allows sales teams to receive expert advice and training remotely. |
| Virtual Sales Training | Encompasses sales training programs and workshops delivered through virtual or online channels. It enables sales professionals to enhance their skills and knowledge from remote locations. |
Anna Held, Managing Director
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Anna Held, Managing Director