The most important thing in sales is to know who your customer is, if you do not know what their needs are, you will not be able to talk to them about the benefits of your product that are focused on satisfying those needs.
it is a representation of your potential customer, it should contemplate demographic, emotional, behavioral and psychological aspects. It also considers their hobbies, interests and how they perform professionally.
It is from these customer representations that marketing and sales strategies can be developed, as they provide a clear vision of your customer's qualities and what you would need to do to convince them to buy your product or service.
The Sales Glossary is a compendium of all the most commonly used terminology in sales strategy. Many of the concepts listed here are used when implementing a CRM system or a digital sales funnel, no matter if they are legacy systems or an online CRM. See also our blog that deals with sales techniques, marketing and sales culture.