API

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

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

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

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

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

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

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

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

Lead generation software helps businesses automate finding and capturing potential customers' contact information to build sales pipelines.

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

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

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

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

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

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

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

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

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

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

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

Trigger marketing uses customer actions or events to automatically send highly relevant, personalized messages at the perfect moment.

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

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

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

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

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

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

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

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

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

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

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

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

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

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

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

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

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

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

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

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

A lead generation funnel is a systematic process that guides potential customers from initial awareness of your brand to becoming qualified leads.

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

Website visitor tracking collects and analyzes data on user behavior to understand their journey and improve the overall user experience.

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.

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

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

“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.

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

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

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

Product-Led Growth (PLG) is a business strategy where the product itself drives user acquisition, conversion, and expansion.

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

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

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.

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

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