80/20 Rule

The Jobs to Be Done (JTBD) framework focuses on understanding customer needs by identifying the specific 'job' they are trying to accomplish.

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

Sales Engineers blend deep technical knowledge with sales acumen, demonstrating a product's value and solving customer problems to drive revenue.

Kubernetes is an open-source system for automating the deployment, scaling, and management of containerized applications.

A Digital Sales Room is a private online space where sellers share all relevant content with buyers to streamline the sales cycle.

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

Sales and marketing analytics involves measuring and analyzing performance data to maximize effectiveness and optimize return on investment (ROI).

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

Incident response is an organization's systematic approach to managing and mitigating the aftermath of a security breach or cyberattack.

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

Marketing attribution is the process of identifying which touchpoints contribute to a conversion and assigning value to each of them.

A Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

Infrastructure as a Service (IaaS) is a cloud computing service that offers essential compute, storage, and networking resources on-demand.

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

Data mining is the process of discovering patterns, trends, and useful information from large datasets to make better business decisions.

Sales territory planning is the process of dividing customers into geographic areas to be assigned to specific sales reps or teams.

Yield management is a dynamic pricing strategy that adjusts prices based on demand to maximize revenue from a fixed, perishable inventory.

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

Mobile app analytics involves collecting and analyzing data from mobile apps to understand user behavior and optimize the app's performance.

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

Objection handling is the process of responding to a prospect's concerns or hesitations about a product or service to move a deal forward.

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

Key Performance Indicators (KPIs) are measurable values that demonstrate how effectively a company is achieving its key business objectives.

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

Digital contracts are legally binding agreements created, signed, and stored electronically, offering a faster, more secure alternative to paper.

Predictive analytics uses historical data, statistical algorithms, and machine learning to identify the likelihood of future outcomes.

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

Data-driven lead generation is the process of using data insights to identify, attract, and convert high-quality leads into customers.

Learn about B2B demand generation, including strategies for effective B2B demand generation, & key components of a demand generation program.

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

Sales compensation is the total pay a salesperson receives, including salary, commissions, and bonuses, structured to motivate performance.

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

Performance monitoring involves collecting and analyzing data to track a system's operational health and efficiency, ensuring it meets set standards.

Siloed describes the isolation of data, teams, or systems within a company, which blocks collaboration and creates operational bottlenecks.

Content curation involves gathering, organizing, and sharing the most relevant online content on a specific topic for a particular audience.

Learn about batch processing, including benefits of batch processing, best practices for implementation, & common use cases.

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

Data hygiene is the practice of ensuring your customer data is clean, accurate, and up-to-date by removing duplicates and correcting errors.

Pay-per-click (PPC) is an ad model where you pay a fee each time your ad is clicked. It's a method of buying targeted visits to your website.

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

Smarketing is the process of aligning your sales and marketing teams. This integration focuses on shared goals to improve lead quality and drive revenue.

The consideration buying stage is where potential customers have defined their problem and are now actively researching and evaluating solutions.

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

Customer Data Management (CDM) is the process of collecting, organizing, and analyzing customer data to create a unified view of your audience.

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

A sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

Demographic segmentation divides a market into groups based on traits like age, gender, and income, allowing for more targeted marketing efforts.

Customer churn rate is the percentage of subscribers or customers who cancel their service with a company during a given time frame.

A soft sell is a low-pressure sales tactic that uses subtle persuasion and relationship-building to gently guide customers toward a purchase.

Ransomware is a type of malicious software that encrypts a victim's files, holding them hostage until a ransom is paid for the decryption key.

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

The Challenger Sales Model is a sales approach where reps challenge a customer's thinking by teaching, tailoring, and taking control of the sale.

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

Upselling is a sales tactic encouraging customers to purchase a higher-end version of a product or related add-ons to boost revenue.

Signaling is using credible actions to convey information about quality or intent to a less-informed party, effectively building trust.

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

Platform as a Service (PaaS) is a cloud model where a provider delivers a platform for users to develop, run, and manage applications online.

A value gap is the difference between the value a customer expects from a product and the actual value they receive, often leading to churn.

Sales territory management is the process of grouping accounts into territories and assigning them to reps to maximize sales and market coverage.

A trusted advisor is an expert who builds a deep client relationship by consistently prioritizing their best interests over any single transaction.

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

An inside sales rep sells products or services remotely from an office, using digital tools like phone and email to connect with customers.

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.