Glossary
Account-Based Selling
Learn what Account-Based Selling is, its key steps, benefits, challenges, and how to implement it to close high-value deals and align teams around key accounts.
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Annual Contract Value
Learn what Annual Contract Value (ACV) means, how to calculate it, and how it helps in tracking revenue performance and forecasting in B2B sales.
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Average Deal Size
Learn what Average Deal Size means in sales, how to calculate it, why it’s an important KPI, and how to increase it for better revenue generation.
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BANT
Discover how the BANT sales methodology works, its steps and how to implement it for better sales outcomes in your organisation.
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Business Value Calculator
A Business Value Calculator is a quick and easy tool that gives potential buyers a look at how valuable a product or service is, taking each of the following into consideration: annual earnings, excess compensation, and level of risk.
Business Value Proposition
A Business Value Proposition is a unique value statement that includes a company’s promise to its customers. A strong value proposition should:
- Identify all the benefits of your product or service
- Quantify the value of these benefits
- Address your customer’s articulated and latent pain points
- Connect your product/ service’s value to your buyer’s problem
- Differentiate from the competition
- Challenger Sale
CAC
Learn what Customer Acquisition Cost (CAC) is, why it matters for sales and finance teams, how to calculate it, industry benchmarks, and proven strategies to optimize this critical KPI for sustainable business growth.
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CAC Payback Period
Learn what CAC Payback Period is, how to calculate it, why it’s an essential sales KPI, and how to improve it for better financial health and faster revenue growth.
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Challenger Sale
Challenger Sales Model
The Challenger Sales Model is a sales approach in which the seller actively teaches their prospect, tailors their sales process, and takes control of the customer conversation. The Challenger Sales Model believes that anyone can become a Challenger if they build the right combination of skills.
Closing
Learn about the closing stage in the sales cycle, why it’s critical to the sales process, and how to effectively close deals and drive revenue for your business.
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Competitive Advantage
Discover what competitive advantage means, why it’s essential for business success, and how to build and sustain a competitive edge in today’s marketplace.
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Consultative Selling
Learn what consultative selling is, its key steps, pros and cons, and how to apply it to close bigger, value-driven deals in complex B2B sales.
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Cost-Benefit Calculator
Learn how a cost-benefit calculator helps businesses evaluate investments and make data-driven decisions by comparing the costs and benefits of various options.
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Cost Reduction
Explore cost reduction strategies that can improve efficiency and drive profitability in your business. Learn how cost-cutting measures can become key value drivers for growth.
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Customer Lifetime Value
Discover what Customer Lifetime Value (CLV) is, why it’s a cornerstone metric for sales and finance teams, how to calculate it, industry best practices, and actionable strategies to increase CLV for sustainable business growth.
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Customer Retention
Learn the importance of customer retention as a value driver, the strategies for improving retention rates, and how keeping customers can drive long-term business success and profitability.
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Deal Forecasting
Learn about deal forecasting in the sales cycle, why it’s critical for revenue planning, and how to accurately predict sales outcomes to improve your sales strategy and decision-making.
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Digital Engagement
Digital engagement refers to anything involving interactions that take place online. These interactions include digital tools and listening and interacting with prospects online.
Discovery Call
Learn about the discovery call in the sales cycle, why it’s a crucial stage for understanding customer needs, and how to conduct an effective discovery call that sets the stage for a successful sales process.
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Efficiency Gains Calculator
Learn how an efficiency gains calculator helps businesses assess operational improvements, quantify time and cost savings, and maximize productivity through data-driven decision-making.
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Gap Selling
Learn how Gap Selling uncovers buyer challenges, defines the value gap, and boosts close rates. Explore its steps, benefits, and how to implement it effectively.
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Growth Hacking Strategy
This strategy focuses on maximizing the growth of a business; the goal is to acquire high-value customers while minimizing cash outlay.
Implementation Cost Estimator
Discover how an implementation cost estimator helps businesses accurately predict the costs of project implementation, providing insights for better budgeting, resource allocation, and decision-making.
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Lead Qualification
Learn what lead qualification is, why it’s a crucial stage in the sales cycle, and how to effectively qualify leads to increase sales efficiency and conversion rates.
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Lead Scoring Tools
These tools allow you to attach a number value (score) that indicates how qualified (or not qualified) a prospect is.
Lead Value Calculator
This calculator outputs the total value of each of your leads, allowing you to forecast sales and justify your spend on your various prospective customer segments.
Lead Segmentation
Lead segmentation is the process of breaking your prospects down into smaller, segmented lists based on their marketing activities, demographics, and pain points. This allows you to send more relevant marketing messages.
Lead to Customer Rate
Learn what Lead to Customer Rate means, how to calculate it, why it’s important as a sales KPI, and how to optimize your conversion rate to drive growth.
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MEDDIC
Discover how the MEDDIC sales methodology works, its steps, pros and cons, and how to implement it for better sales outcomes in your organization.
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MEDDPICC
Discover how the MEDDPICC sales methodology works, its steps, pros and cons, and how to implement it for better sales outcomes in your organization.
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Miller Heiman
This sales process ensures that salespeople are fully covering an account by creating opportunities, managing opportunities, and managing relationships.
Monthly Recurring Revenue
Learn what Monthly Recurring Revenue (MRR) is, how to calculate it, why it’s important for tracking business health, and how to improve it in your sales strategy.
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Objection Handling
Learn the importance of objection handling in the sales cycle, effective strategies for overcoming objections, and how mastering this stage can increase your sales conversions.
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Operational Efficiency
Explore the importance of operational efficiency as a value driver, the strategies for optimizing operations, and how improving efficiency can boost profitability and growth.
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Payback Period Calculator
Learn how a payback period calculator helps businesses determine how long it takes to recoup an investment, and why it’s a crucial tool for making informed financial decisions.
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Post-Sale Handoff
Learn about the post-sale handoff stage in the sales cycle, why it’s crucial for customer satisfaction, and how to ensure a smooth transition from sales to delivery for successful implementation.
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Pricing Comparison Calculator
Learn how a pricing comparison calculator helps businesses evaluate and compare different pricing options, enabling smarter purchasing decisions and maximizing value.
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Procurement
The process of making buying decisions under scarce conditions.
It involves selecting vendors, setting payment terms, and
negotiating contracts.
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Productivity Gains
Explore how productivity gains act as a key value driver, the strategies to increase efficiency, and how improving productivity can accelerate business growth and profitability.
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Proposal Stage
Learn about the proposal stage in the sales cycle, its importance, and how to craft a compelling proposal that drives conversions and moves prospects towards a closed deal.
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Quota Attainment
Learn what quota attainment means in sales, how it’s calculated, why it matters, and how to improve it with benchmarks, examples, and actionable strategies.
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Regulatory Compliance
Learn the importance of regulatory compliance as a value driver, the strategies for ensuring compliance, and how meeting legal requirements can drive business stability and growth.
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Revenue Growth
Learn what revenue growth means as a value driver, how to achieve it, and why it’s critical for driving profitability and long-term success in business.
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Revenue Impact Calculator
Learn how a revenue impact calculator helps businesses assess the financial impact of strategic decisions, measure growth, and optimize revenue generation efforts.
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Risk Mitigation
Understand the importance of risk mitigation as a value driver, the strategies for identifying and managing risks, and how reducing risks can improve your business’s stability and profitability.
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ROI Analysis
After calculating your ROI, look at the ratio to determine your standing. 5:1 is considered a strong ROI.
ROI-based Selling
This form of sales serves as a building block to value-based selling. In this method alone, a salesperson provides a return on investment analysis to a prospect in the forms of charts, graphs, and percentages.
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ROI Calculator
Learn how an ROI (Return on Investment) calculator helps businesses assess profitability, make informed decisions, and optimize investments. Understand its key features and benefits.
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ROI Calculator / ROI-generator
This tool outputs your company’s ROI in addition to other useful information such as risk.
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ROI Tool
ROI (Return on Investment) tools are interactive web-based calculators that help buyers and sellers gain a mutual understanding of the operational and financial value of the vendor’s solution.
Sales Assessment Ratio
Sales Cycle
The start-to-finish process that businesses undergo when selling a product/service to a customer.
Sales Effectiveness
A salesperson’s ability to win each stage of the customer buying process, earning their business on fair terms and in the appropriate time frame.
Sales Enablement
The practice of connecting people and resources that provide necessary touchpoints along the customer journey. A strong sales enablement strategy works with marketing and customer success teams to gain a thorough understanding of the buying cycle, find knowledge gaps, and create content that communicates value.
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Sales Methodology
A framework that outlines how your sellers approach each phase of the sales process. While a sales process describes a sequence of stages required for success, a sales methodology introduces discipline through a system of principles and best practices that translate into seller actions.
Sales Platform
The digital channel used to sell a product or service. All sales activities take place over this platform (ex. Salesforce).
Sales Presentation App
A digital application that allows you to create visually appealing ad relevant sales presentations right at your fingertips.
Sales Productivity Calculator
Learn how a sales productivity calculator helps businesses assess and improve sales team efficiency, offering valuable insights for optimizing performance and driving revenue.
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Sandler Training
A sales methodology that looks at the selling process from a leadership perspective, rather than the traditional technique-building lens.
Sales Velocity
Learn what sales velocity is, why it’s a critical KPI for sales and finance teams, how to calculate it, and actionable strategies to accelerate your revenue pipeline for scalable growth.
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Service-based Selling
The process of listening to customer needs and addressing them directly, as well as knowing when to take control and close a sale to drive business growth.
SNAP Selling
Explore SNAP Selling — a sales methodology built for busy B2B buyers. See how to simplify, align, and scale your sales strategy in enterprise deals.
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Solution Presentation
Learn about the solution presentation in the sales cycle, why it’s a crucial stage, and how to craft a compelling presentation that drives conversions and closes deals.
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Solution Selling
SPIN Selling
Learn how SPIN Selling works, its key questions, benefits, and how to apply it to close complex B2B deals with greater confidence and impact.
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TCO Calculator
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Time Savings
Discover the importance of time savings as a key value driver, the strategies to achieve it, and how reducing time spent on tasks can boost productivity and profitability.
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TCO (Total Cost Ownership)
Value-based Selling
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Value Management
Value Marketing
Value Realization
Value Realization Calculator
Learn how a value realization calculator helps businesses assess the financial and operational benefits of their investments, providing clear insights into value delivery and ROI.
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Value Selling
Explore how Value Selling helps you sell with impact. Understand the process, benefits, and how to close complex B2B deals with confidence.
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Win Rate
Understand what win rate means in sales, how to calculate it, why it matters as a financial KPI, and what you can do to improve it across your sales funnel.
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Deploy interactive ROI tools across
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From lead capture to QBRs, ValueCore helps you launch ROI tools where they’ll have the most impact—without adding overhead. Want expert help mapping it out?