Relationship Intelligence
The use of data and insights to understand and manage relationships with customers and prospects.
15 topics found for
“prospect understanding”
Sandler Pain Funnel
A sales technique used to uncover a prospect's pain points through a series of targeted questions.
Sales Funnel
Often referred to as "marketing funnel", a model that represents the user journey from awareness to purchase used to analyze and optimize conversion of prospects to customers.
Lead Scoring
The process of ranking leads based on their perceived value to the organization.
Prospect Theory
A behavioral economic theory that describes how people choose between probabilistic alternatives that involve risk, where the probabilities of outcomes are known.
Prospect
A potential customer who has shown interest in a product or service but has not yet made a purchase.
Prospect-Refuge
A theory in environmental psychology that suggests people prefer environments where they can see (prospect) without being seen (refuge).
BoFu
Bottom of Funnel (BoFu) refers to the stage in the sales funnel where prospects are close to making a purchase decision.
Social Selling
The use of social media platforms to connect with prospects, build relationships, and ultimately drive sales.