Application Performance Management

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

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

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

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

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

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

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

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

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

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

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

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

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

“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 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.

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

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

"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.

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

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

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

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

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

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

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

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

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

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.

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

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

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

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.

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

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

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

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

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.

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

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

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

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

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

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

Responsive design is an approach where a website's layout adapts to the user's screen size, providing an optimal experience on any device.

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

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.

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

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

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

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

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

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns 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.

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

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

Cold emailing is sending unsolicited emails to potential customers you haven't contacted before, aiming to start a business conversation.

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.

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

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

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

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

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

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

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 platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

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

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

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

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

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

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

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

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

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

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

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

Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.

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

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

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

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

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.

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

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

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

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

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

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