Application Performance Management

Virtual selling is the process of selling to customers remotely using technology like video calls, rather than meeting them in person.

Learn about BANT framework, including implementing BANT in sales strategy, advantages of the BANT methodology, & BANT vs. other qualification models.

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.

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.

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

Internal signals are data points from your own systems, like website visits or product usage, that indicate a customer's buying intent.

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

Deal closing is the final step in a sales cycle. It's when a prospect signs a contract and officially converts into a paying customer.

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

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

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

Think of a trademark as a brand's unique signature—a word, symbol, or phrase that legally protects its identity and sets it apart from the rest.

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

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

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.

Audience targeting is the process of segmenting consumers into specific groups to deliver more personalized and relevant marketing messages.

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

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

The buyer's journey maps the path a potential customer takes, from first becoming aware of a problem to making a final purchase decision.

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

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

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

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

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

Marketing analytics involves measuring and analyzing marketing data to understand campaign performance and improve return on investment (ROI).

Learn about ballpark, including estimating with ballpark figures, understanding ballpark estimates in sales, & ballpark estimates vs. precise quotes.

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

A competitive landscape is an analysis of your direct and indirect competitors, revealing their strengths, weaknesses, and market positioning.

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

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

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

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

Serviceable Available Market (SAM) is the segment of the total market that your business can realistically serve within its geographical reach.

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

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

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

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

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

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

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

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.

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

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

A closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

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

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

Software as a Service (SaaS) is a cloud-based model where users subscribe to an application and access it over the internet.

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

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

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

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

Direct-to-consumer (D2C) is a sales strategy where a brand sells its products directly to end customers, bypassing any third-party retailers.

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.

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

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

A/B testing is a method of comparing two versions of something, like a webpage or email, to determine which one performs better with your audience.

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

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

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

“Always Be Closing” (ABC) is a sales mantra meaning every action a salesperson takes should be with the ultimate goal of closing the sale.

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

Subscription models are a business strategy where customers pay a recurring fee at regular intervals for access to a product or service.

Functional testing verifies that software performs its intended functions as specified in the requirements, ensuring it works as users expect.

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

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

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

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

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

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

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

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

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

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

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

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

Average Customer Life is the average time someone remains a customer. It's a key metric for predicting revenue and measuring customer loyalty.

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

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

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

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

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

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

Learn about business process management, including benefits of implementing BPM, steps to effective BPM, common BPM mistakes to avoid, & BPM tools and software.

The self-service SaaS model allows customers to independently sign up, use, and manage a product without any direct help from the company.

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

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

AI marketing uses artificial intelligence to analyze data, automate decisions, and deliver personalized customer experiences at scale.

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

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.