- Lead Generation
- Finding people who can buy. Usually related to good old cold-calling again. Should be the remit of a marketing department but many fail to impress.
- Level Selling
- Where people at the same level of each company’s hierarchy talk to each other during the sales process.
- Link-Sell
- The practise of trying to sell related products or groups of products to customers not presently taking them.
- List Price
- Also known as Book Price, this is the published amount customers have to pay for your offering. Everybody looks for discounts and asks for ‘list-less’ something. With quality Negotiation, you can often charge above List. Honestly.
- Logorrophobia
- Fear of public speaking. It’s amazing how many salesreps suffer from this, but it can be overcome.