Modern buyers demand a virtual, seller-free, and streamlined buying experience. But sales tools fail to deliver. While sales enablement software pushed efficiency to the max, buyer-seller collaboration has not changed in the last 20 years. The result? Buyers are frustrated by multiple meetings before getting a demo, too many options, and unmanageable buying centres. Unfortunately, buyer frustration kills deals. But there's also a big opportunity: WOW your prospects by creating a super smooth buying journey.

Imagine you could have any customer in the world. The perfect firm. The perfect role. The perfect budget and scope. Who comes to mind? As growth leaders, we're typically hungry for opportunities. Often when starting out, we have to take any potential customer that picks up the phone or replies to our email. After a few poor opportunities leave us disappointed, we begin to wonder what our ideal customer really looks like.

What’s the last big purchase you’ve made? Was it a computer, a car, or a house? How long did it take you to ultimately make a decision and purchase? From realising you have a problem with your current solution, to considering alternatives. This process is commonly called the buyer’s journey.

Sales is full of acronyms. You probably have no problem with that if you're a sales pro. However, it can be a bit confusing for newbies and outsiders. If you have ever wondered what MEDDIC, AiDA, ABC etc. stand for, we've got you covered. Here's a guide to over 20 sales acronyms with definitions and visuals. :) Enjoy.

Objections are a natural part of the selling process. Some might even argue that objections are actually a good sign - it means that your prospect is interested enough to dig deeper into your product.