The approach in which companies use data analysis and digital technology to provide personalized messages and product options to both existing and potential customers.

The sequential procedure that sales representatives follow to turn a prospect into a customer. The sales pipeline is frequently segmented into stages representing each step, and the sales rep is tasked with progressing opportunities through these stages. It can also indicate a visual depiction of the sales process, where ongoing opportunities are organized by their corresponding sales stages.

Positioning statements are remarks or inquiries that sales representatives use to initiate a conversation with prospects. The goal of a positioning statement is to kickstart a dialogue with the customer and understand their challenges or concerns.

Prospecting involves searching for potential buyers, serving as the initial phase in the sales process. The objective is to guide these prospects through the sales funnel and transform them into devoted customers.