People

• AE  Account Executive
• SE  Sales Engineer
• SME  Subject Matter Expert

Tools

• CRM  Customer Relationship Manager
  • Salesforce

Processes

INVEST (Used with Agile User Stories)

• Independent
• Negotiable
• Valuable
• Estimatable
• Sized Appropriately
• Testable

SMART  (Often used with goals)

• Specific
• Measurable
• Attainable
• Realistic
• Time Bound

Sales Processes

BANT

• Budget
• Authority
• Need
• Time Line