| Lead Conversion |
| The process of converting leads into viable business opportunities. |
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| Leads |
| Opportunities that surface for your product or service. These opportunities may surface via response to advertisements, referrals from your network, or through your own initiatives in a market. |
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| Leave Behind |
| A sample or piece of written material about your product or service that you leave with a customer during or at the end of a call. |
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| Level of Influence |
| In complex selling situations, this refers to the degree of influence an individual has on the decision-making process. Clarifying or evaluating levels of influence for each of the key players helps shape the potential strategy to use with each individual. |
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| Leverage |
| An action a salesperson may take to position the exclusive advantage of a product or service. If a product benefit is perceived positively, the salesperson "leverages" that benefit in order to build momentum for the sale. |
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| Lifetime Customer Value |
| The value, typically expressed in financial terms, of a customer, for a given level of time. This term is often used to describe the impact of a lost customer. |
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| Loss Leader |
| A product or service that is discounted significantly from list price and used, typically for a limited period, to influence purchase behavior of other products. |
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| Loss Review |
| Refers to a process a sales manager or sales team uses to review the reasons why your organization was not selected in a sale. This often provides insight on competition and on areas you might change in a future, similar situation. |
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