From Ioannis Kourouklides
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This page contains resources about Sales and Business Development.

Subfields and Concepts[edit]

  • Lean Sales
  • Agile Sales
  • Business-to-Business (B2B) Sales
  • Business-to-Consumer (B2C) Sales
  • Unique Value Proposition (UVP) / Customer Value Proposition (CVP) / Unique Selling Point (USP)
  • Customer Persona / Buyer Persona
  • Sales Strategy
  • Sales Pitch
  • Sales Process (in sync with Marketing strategy)
  • Sales Pipeline
  • Sales Funnel
  • Customer Conversion Rate Optimization
  • Customer Retention/Churn Rate Optimization
  • Sales Metrics:
    • Monthly Run Rate / Monthly Recurring Revenue (MRR)
    • Annual Run Rate / Annual Recurring Revenue (ARR)
    • Return on Investment (ROI)

Online courses[edit]

Video Lectures[edit]

Lecture Notes[edit]


  • Gillespie, S., Testani Sr, M. V., & Ramakrishnan, S. (2016). Lean for Sales: Bringing the Science of Lean to the Art of Selling. CRC Press.


See also[edit]

Other Resources[edit]


B2B Sales[edit]

Value Proposition[edit]