Tel: 01933 311980 
 
Business Development Consultancy, Sales Mentoring, Sales Support 
Centrally located in Northamptonshire, we are able to serve clients from across the UK 
Business Development Terms Northamptonshire
delivering sales  
improvement 
Business Development Advice Terms Northamptonshire
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& guidance 
Appointment Setting Terms Northamptonshire
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external resource 

 Glossary of Terms 

The world of Business Development is full of abbreviations, acronyms and jargon. Here are a few of the most common terms and their meaning. 
 
Appointment Setting – Contacting prospective customers with the objective of arranging sales meetings. 
 
Business Development – A combination of sales and marketing techniques used to identify and cultivate new sales opportunities and revenue channels. 
 
Business Development Strategy - Sets out the approach for developing and cultivating new sales opportunities, either from existing customers or by proactively targeting new potential customers. 
 
Closing Techniques – Actions that sales people take to persuade the customer to make the necessary commitment. 
 
Cold Call – The process of telephoning potential customers with whom you have no existing relationship. 
 
Customer Avatar - A detailed profile of your target customer. 
 
Decision-Maker – The person who makes the decision about whether to purchase your products or services. 
 
Influencer – Influencers are people that affect a sale but are not the ultimate decision-maker. 
 
Networking Groups - Structured meetings where like-minded business people meet regularly with the intention of passing each other referrals. 
 
Points of Difference – Similar to USPs but are not necessarily unique. 
 
Qualifying Questions – Questions used to establish whether a prospect is likely to buy from you. Prospects are often qualified based on the acronym BANT - Budget, Authority, Needs, and Timeline. 
 
Sales Coach – An expert in sales who works on a 1-2-1 basis or with small groups of sales people in order to improve their sales abilities and results. 
 
Sales Training – Training, often in a group setting, focusing on more generic techniques such as how to close a sale. 
 
Social Selling - Utilising social networks such as LinkedIn, Twitter and Facebook as part of the sales process. 
 
SPIN Selling – Questioning technique based on identifying the problem, exploring the impact that the problem causes and then offering a solution. SPIN stands for Situation questions, Problem questions, Implication questions, Need-Payoff questions. 
 
Telemarketing - Outbound telemarketing is the process of telephoning potential customers. Inbound telemarketing is where respondents call you, usually as a response to direct mail or an advertisement. 
 
USP - The defining reasons which provide a competitive advantage over the competition. USP stands for Unique Selling Proposition. 
 
Warm Call - The process of telephoning potential customers with whom you already have some level of relationship, e.g. you have connected to them on LinkedIn.