Virtual IT Labs Glossary

Your sales team is ultimately only as good as the tools they’re given. Without access to the right sales technology and tools, they’ll be outpaced by your competitors. Building a modern sales stack for your SaaS company is crucial — here’s what that involves.   What is a B2B Sales Stack?  A sales stack encompasses every…

For B2B SaaS companies, basic customer outreach is no longer enough. The modern digital sales process is both complex and involved, with the average buyer engaging in roughly 27 information-gathering sessions prior to reaching out. Your sales team also has less direct influence over the buying process, which has become more nonlinear than ever.  Finally,…

What Is a Learning Experience Platform?  A learning experience platform (LXP) is a software-based solution designed to help an organization improve its learning and development efforts through deeper personalization and learner engagement. It consolidates a wide selection of learning content from a multitude of sources then makes that content accessible via intuitive, personalized user portals….

People learn in many different ways.  Some do best with verbal explanations and instructions. Others prefer reading or writing. Even in the case of hands-on experience, there are people who may lag behind.  The mistake training and education professionals often make is that they separate people into boxes based on learning style. They assume a…

Are your customers using your software to its full potential? Does your sales team understand how to effectively communicate the nuances of each product? How well-versed is your customer success team regarding the technical challenges a customer might experience?  These are all questions you need to be able to answer as a SaaS company —…

If your sales team isn’t closing as many deals as they should, the problem might not be with your software — it might be your demos. Today’s IT buyers live in an incredibly fast-paced, hectic world. For many of them, setting aside time during the workday to sit through a sales demo is a tall…

What is Technical Due Diligence?  Typically performed prior to investment, a merger or acquisition, or an initial public offering, technical due diligence is a thorough assessment of a company from a technical perspective. While usually performed on the behalf of an interested third party, technical due diligence can also be applied internally to prepare your…

What is a Minimum Viable Product?  Within the context of software development, a minimum viable product (MVP) is any application, platform or website with just enough features to attract the developer’s target audience. There are no bells and whistles in a minimum viable product. Instead, it contains only the most essential features, making it basically…

What is Sales Enablement Experience?  An organization’s sales enablement experience encompasses every facet of its efforts to support sales enablement activities — in other words, everything the organization does to help its sales team shorten the sales cycle and improve their success rate, including:  Creating and curating sales and marketing content such as customer success…

What is a Training Environment?  A training environment is a setting or platform designed to help individuals develop new skills, competencies, or knowledge. Training environments can take many different forms depending on industry, learner, and context. Some of the more common terms associated with training environments include:  Physical training environments typically take the form of…

When you want to market a restaurant, you might place a sign out on the sidewalk advertising a new dish or print a commercial on a local billboard or newspaper.  But when you want to market a more complex product or service like a SaaS product, you need a more engaging approach to guide a…

Even if you have the best product offering on the market, your success still relies on the performance of your sales teams. After all, they’re the people responsible for communicating your brand’s value to potential buyers, attracting new leads, and often the driving force behind closing deals. And yet, sales productivity remains a challenge for…

It doesn’t matter how many hours designers and software engineers spend building something. A successful product needs to solve a problem while being intuitive enough for customers to figure out. Even the best products on the market can fail if it fails to reach that “aha” moment with its target audience. That’s where product adoption…

The goal of any brand-new business is to acquire customers. And yet, customer acquisition on its own isn’t enough. At some point, every company needs to look inward — focusing on customer retention. We already know acquiring a new customer can cost 5-7 times more than retaining an existing one. So, it’s clear why retaining…

Virtual sales training in a nutshell involves professional training programs conducted over the Internet and directed at members of the sales teams. In a world shaken up by remote work trends, business managers must ask themselves how they can keep their marketing efforts active while everyone is working from home. When designing remote sales training,…

The general goal of any business is to make a product, sell it, and improve it over time to simplify the sales process. But exactly how this process happens is considerably more complicated. You have to look at industry trends, gather feedback from customers, drive actionable insights from collected data, update business goals, and adjust…

What is a Sales Training Platform Closing large deals in the enterprise space is no easy task. On top of being persuasive, you need to know the ins and outs of the product or service you’re selling, how it fits into the market, and how to incorporate the needs and preferences of your target audience…

Enterprises rely heavily on their software tools to empower their workflows. But even after searching for the ideal solution from a reputable vendor, it’s common for even experienced companies to overlook an essential component of enterprise software: training their staff to use it effectively. Even the most powerful business-grade software is useless if your employees…

Your development teams work hard to craft powerful features and user flows connected by an intuitive user experience. However, all that work won’t do you any good if your customers don’t know how to use the application correctly. If you’re a company operating in the software-as-a-service market, product training is a must-have if you want…

When you think of business training, you almost always imagine employees taking courses to improve workplace productivity and jump-start professional development. However, education for a company’s customers is just as crucial to success. A customer education platform is integral to any organization’s training repertoire. Here’s how to implement training resources for customers and how they…