Audience Targeting

Key Performance Indicators (KPIs) are measurable values that demonstrate how effectively a company is achieving its key business objectives.

Direct-to-Consumer (DTC) is a business model where companies sell products directly to customers, bypassing traditional retail middlemen.

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

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

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

XML (Extensible Markup Language) is a markup language for encoding documents in a format that is both human-readable and machine-readable.

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

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

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

A sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

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

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

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

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

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

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

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

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

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

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

Inbound sales attracts interested prospects who've engaged with your brand, letting sales reps connect with warm leads instead of cold outreach.

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

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

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

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.

Text message marketing is a strategy where businesses send promotional messages, offers, and updates to customers via SMS or MMS.

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

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

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

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

A version control system (VCS) tracks changes to files over time, allowing you to recall specific versions and collaborate without conflicts.

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

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

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.

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

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

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

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

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

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

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

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

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

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

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

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

A Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

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

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

Sales funnel metrics are key data points that track how effectively you're moving potential customers from awareness to a final purchase.

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

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

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

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

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

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

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.

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

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

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 dialer is software that automatically dials phone numbers for agents, boosting call efficiency and connecting them to live prospects faster.

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

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

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

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

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

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

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

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

Customer Data Management (CDM) is the process of collecting, organizing, and analyzing customer data to create a unified view of your audience.

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

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

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

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

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

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

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

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

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

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.

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

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

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

Phishing attacks are fraudulent attempts to trick you into revealing sensitive data like passwords or financial info by posing as a trusted source.

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

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

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 buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

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