ABM Orchestration

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

Average Order Value (AOV) tracks the average dollar amount spent each time a customer places an order on your website or mobile app.

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer throughout their entire relationship with the company.

Employee advocacy is the promotion of an organization by its staff members, who share positive messages and content through their personal networks.

Dynamic data is information that updates in real-time. Unlike static data, it reflects the most current state of information automatically.

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

NoSQL ("Not only SQL") databases offer a flexible alternative to relational models, excelling at managing large and unstructured data sets.

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

Market intelligence is the process of collecting and analyzing data about your target market, competitors, and industry to guide business strategy.

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

A lead magnet is a free incentive offered to potential customers in exchange for their contact details, like an email, to generate sales leads.

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

Sales engagement is the sum of all interactions between a seller and a prospect, aimed at building a relationship and moving a deal forward.

Pipeline management is the process of tracking and managing potential customers as they move through the different stages of your sales process.

A drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

A sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

A sales enablement platform centralizes content, training, and analytics to help sales teams engage buyers and effectively close deals.

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

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

Sales forecast accuracy is a key metric that compares your predicted sales revenue against the actual sales revenue you ultimately achieve.

A Data Management Platform (DMP) is a software that collects and organizes audience data from various sources for targeted marketing efforts.

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

A vertical market is a niche where businesses cater to a specific industry or group of customers with specialized needs, not the mass market.

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

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

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

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

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

Marketing metrics are quantifiable values that marketing teams use to measure and track the performance of their campaigns and efforts.

Territory management is the process of segmenting customers into groups by geography or other factors to optimize sales efforts and resources.

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

Sales development is the process of identifying and qualifying potential customers to create a pipeline of sales-ready leads for closers.

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.

Conversion rate is the percentage of visitors who complete a desired goal, like a purchase or sign-up, out of the total number of visitors.

Learn about B2B demand generation strategy, including key elements of demand generation, & crafting your demand generation plan.

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

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

Robotic Process Automation (RPA) uses software bots to mimic human actions and automate repetitive, rules-based tasks on digital systems.

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

Voice search optimization is the process of optimizing your content, SEO, and online listings to appear in and rank for voice-based searches.

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

Sales velocity is a key metric measuring the speed at which your company makes money. It shows how fast deals move through your sales pipeline.

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

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

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

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.

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

Target Account Selling is a focused sales strategy where teams identify and pursue a specific list of high-value accounts.

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

Learn about business intelligence in marketing, including the role of data in marketing BI, key components of marketing BI, & marketing BI vs. market research.

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

Inventory management is the process of ordering, storing, and using a company's inventory, from raw materials to finished goods.

Persona-based marketing uses fictional customer profiles, or personas, to create targeted messaging for specific audience segments.

A Master Service Agreement (MSA) is a foundational contract that sets the general terms for an ongoing business relationship between two parties.

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

Amortization is the process of spreading out a loan or the cost of an intangible asset over a specific period for accounting and tax purposes.

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

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

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

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

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

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

A sales demonstration is a presentation showing a prospect how a product or service works and how it can solve their specific problems.

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

The Target Buying Stage identifies a prospect's position in the buying journey, from initial awareness to the final decision to purchase.

Sales pipeline management is the process of organizing, tracking, and managing potential deals through every stage of your sales funnel.

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

Sales Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.

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

A data pipeline is a set of automated processes that move raw data from various sources to a destination for storage and analysis.

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

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

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

A weighted pipeline forecasts sales revenue by assigning a closing probability to each deal based on its stage in the sales funnel.