| Dashboard |
| Term used by sales managers and sales software firms to refer to the primary performance numbers that are being tracked for the salesforce. |
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| Decision Maker |
| The person most responsible for deciding the outcome of a salesperson's or selling organization's proposal. |
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| Demo |
| A live presentation showing how something works. |
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| Demonstration Call |
| A customer call involving a salesperson and a manager, where the manager's role is to teach and show the salesperson a technique or approach the salesperson wishes to improve. |
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| Desire |
| A longing, a wish. Strong desire drives ambition and performance. |
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| Dialog |
| The art and science of interactive, mutually-learning conversations with the executives who are involved in the decision-making process for your solution. |
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| Dialog Catalyst Tool |
| A tool or series of tools used actively to engage a customer in business focused conversations. |
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| Differentiation |
| The methodology an organization uses to position itself in a preferential manner relative to competition. For example, organizations can differentiate themselves by how easy it is to do business with them, or how use of their products and services positively impacts the bottom line. |
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| Direct Marketing |
| The process of marketing directly to an end user. The most known form of direct marketing is direct mail. |
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| Discount |
| A reduced amount (typically from list price) that is offered by the seller or the selling organization to encourage purchase of a product being offered. |
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| Distributor |
| An indirect sales channel that markets or sells a product or service. Distributors are used by selling organizations to capitalize on the distributor's local presence and capacity to support the manufacturer. |
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| Doubt |
| A customer's lack of confidence in a feature or benefit a salesperson is presenting.. |
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| Draw |
| In sales compensation, this refers to a cash advance, in anticipation of future sales performance. It is sometimes seen as a way to provide a salesperson with cash compensation without providing them with a guaranteed salary. "Draws" are typically recovered against future commission payments a salesperson earns. Some commissions only sales organizations offer "non-recoverable draws, often considered similar to a temporary salary, during the first months of the salesperson's employment. |
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| Drawback |
| A disadvantage of your product or service. In sales, all products cannot serve all needs. Salespeople who are consistently able to minimize the drawbacks of their product or service and position their value effectively generate more sales than others who do not. |
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| Drivers / Hot Buttons / Motivators |
| Those areas which, if known, can be used to position solutions to align with a decision maker's most important criteria for selection. |
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