Application Performance Management

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

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.

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

A sales lead is a potential customer—an individual or organization that has shown interest in your company's products or services.

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

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

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

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

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

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

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

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

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

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

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

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

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

A landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

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

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

The awareness stage is the first step in the buyer's journey, where a potential customer realizes they have a problem or an opportunity to explore.

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

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

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

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

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

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

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

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

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

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

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

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

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

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

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

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

A buying signal is any action from a prospect that indicates they are interested in making a purchase, helping sales teams prioritize leads.

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

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

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

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.

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

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

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

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.

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

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

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

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

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

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

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

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.

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

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

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

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

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

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

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

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

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

A Request for Information (RFI) is a formal process for gathering information from potential suppliers before issuing a more detailed proposal.

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

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

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

An account is a company or organization that you're targeting for sales. It can be a prospective, current, or even a past customer.

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

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

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

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.

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

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

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

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

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

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

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

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

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

Learn about business continuity, including understanding key components, steps to ensure continuity, common challenges, & best practices.