B2B Sales can quickly become jargon-heavy. Time for a no-nonsense look at all the terms without all the fluff.
Digital sales rooms are reshaping how B2B sales work. Whether you’re just getting started or brushing up on the basics, this section explains the key terms you’ll come across when navigating virtual selling spaces.
A virtual space for sellers and buyers to interact, share content, and collaborate during the sales process securely.
Content analytics tracks how people interact with your content to show what works and what doesn’t.
Online platforms where sales reps and buyers communicate and exchange information in real time.
A secure digital location for managing and organizing all documents and content involved in a deal.
Tailoring digital sales rooms to fit the buyer’s specific needs and preferences.
Sales enablement is about giving your team the tools and strategies they need to succeed. Here, we’ve outlined the essential terms to help you understand and improve your sales enablement efforts.
A structured approach that provides sales teams with the tools and resources needed to improve performance.
Software and platforms that streamline sales processes and help teams engage buyers more effectively.
Guides that outline the strategies and tactics sales teams should use at different stages of the buyer journey.
Detailed profiles representing the key traits, needs, and goals of your target buyers.
A mutual action plan is a collaborative plan between buyers and sellers outlining the steps to complete a sale.
Today’s buyers want control, and buyer enablement gives it to them. In this section, we break down the terms that will help you build a buyer-centric approach, ensuring your buyers get the right information when they need it.
Providing buyers with the tools and information needed to make informed decisions throughout the buying process. Basically, making it easy for buyers to buy.
Buyer journey mapping is outlining the steps a customer takes to purchase while understanding their needs and emotions to create a smoother, more effective path.
Empowering buyers to lead their own purchasing process with minimal friction.
Tools and content that allow buyers to access information and make decisions independently.
Getting everyone involved in a decision on the same page, ensuring clear goals, priorities, and collaboration.
Metrics matter. From win rates to conversion rates, this section highlights the key KPIs that measure the effectiveness of your sales efforts and keep you on track.
The percentage of deals closed compared to deals worked.
The speed at which opportunities move through the sales pipeline.
Average deal size is the typical revenue earned from a single sale or contract, calculated by dividing total revenue by the number of deals.
Lead conversion rate is the percentage of leads that turn into paying customers, showing how effectively leads are being closed.
Customer Acquisition Cost is the total cost of getting a new customer, calculated by dividing marketing and sales expenses by the number of customers acquired.
Sales technology is evolving, and understanding the basics is essential. In this section, we define the tools and terms related to AI and automation so you can stay ahead of the curve.
AI for sales forecasting uses artificial intelligence to analyze data and predict future sales, helping teams make smarter, data-driven decisions.
Sales automation is the use of technology to handle repetitive sales tasks, like data entry or follow-ups, so teams can focus on closing deals.
Predictive sales analytics uses data and AI to forecast future sales trends, identify opportunities, and guide better decision-making.
A Sales CRM (Customer Relationship Management) system helps manage customer interactions, track sales activities, and organize data to streamline the sales process.
Signal-based selling is using buyer behaviors and data signals, like email opens or content views, to prioritize leads and tailor your sales approach.
Great content drives action. This section explains the key terms that will help you create content that doesn’t just resonate with buyers but moves them through the sales funnel.
Personalized content in B2B is tailored resources and messaging designed to address the specific needs, challenges, and goals of individual stakeholders within a buying group, creating a more relevant and engaging experience.
In the context of B2B and digital sales rooms, content curation is the process of selecting and organizing relevant resources, such as case studies, product demos, or reports, to address the specific needs of a buying group and support their decision-making process.
Interactive content is content that actively engages users—like calculators, quizzes, or guided demos—allowing them to explore information, provide input, and receive personalized results to support their buying decisions.
Value-based content is content that highlights the measurable benefits and outcomes a product or service delivers, helping buyers understand its impact on their business goals.
These are real-world examples showcasing how your product or service has helped other customers.
At emlen, we believe in doing things a little differently. These terms represent our unique approach to digital sales rooms and buyer enablement. They’re at the core of how we help you create better buying experiences and close deals faster.
Branded spaces where buyers can access all relevant sales materials in one place, creating a streamlined, personalized buying experience.
Digital environments where buyers and sellers engage in real-time, sharing documents and collaborating to move deals forward.
A philosophy at emlen that empowers buyers to control their journey by providing tools and resources for informed, independent decisions.
Ensuring all stakeholders within a buying center have access to the same materials and insights, streamlining decision-making processes.
A centralized repository where all sales materials are stored, ensuring uniformity and accessibility for the sales team.
