Average Revenue per Account

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

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

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

A follow-up is a communication sent after an initial interaction to continue the conversation, provide more value, or prompt a response.

A sales enablement platform centralizes content, training, and analytics to help sales teams engage buyers and effectively close deals.

Outside sales reps sell products/services in person, traveling to meet clients and close deals face-to-face, outside of a traditional office.

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

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

Conversion rate is the percentage of visitors who complete a desired goal, like a purchase or sign-up, out of the total number of visitors.

Video email involves embedding a short video directly into an email. This lets recipients watch your message without leaving their inbox.

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

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

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

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

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

Loyalty programs are marketing strategies designed to reward repeat customers. They offer incentives like discounts or exclusive access to encourage retention.

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

Learn about business intelligence, including key components of business intelligence, the role of BI in decision making, business intelligence tools and techniques.

Fault tolerance is a system's ability to continue operating without interruption when one or more of its components fail.

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

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

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

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

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Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

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

A Sales Director leads a sales team, develops strategies, and is responsible for meeting a company's revenue targets.

Contract management is the process of creating, executing, and analyzing contracts to maximize performance and minimize financial risk.

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

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Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

“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 sales dialer is software that automates outbound calling for sales teams, allowing reps to connect with more prospects in less time.

Fulfillment logistics is the entire process of getting an order to a customer, from storing inventory to picking, packing, and final shipment.

Accessibility testing is a software testing method that verifies an application is usable by people with disabilities, like vision or hearing loss.

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

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

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

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

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.

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

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

A tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

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

CRM analytics is the process of analyzing data from your CRM to uncover insights that help you better understand and serve your customers.

Marketing attribution is the process of identifying which touchpoints contribute to a conversion and assigning value to each of them.

CPM, or Cost Per Mille, is a key advertising metric. It's the cost an advertiser pays for one thousand views or impressions of a single ad.

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 Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

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

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

API security is the practice of protecting application programming interfaces from attacks, preventing data breaches and unauthorized access.

A persona is a semi-fictional profile of your ideal customer, based on market research and real data about your existing customers.

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

Compliance testing ensures a product or system adheres to specific regulations, standards, or policies set by governing bodies or organizations.

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

A marketing budget breakdown is a detailed plan that allocates your total marketing funds across various channels, campaigns, and activities.

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

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

Touches are the individual interactions you have with a prospect throughout the sales process, from emails and calls to social media messages.

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

Serviceable Obtainable Market (SOM) is the portion of the market you can realistically capture with your current resources, sales, and marketing.

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

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

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

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

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

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

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End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

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

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

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

Churn, also known as customer attrition, is the rate at which customers stop doing business with a company over a given period.

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

The Jobs to Be Done (JTBD) framework focuses on understanding customer needs by identifying the specific 'job' they are trying to accomplish.

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

Sales forecast accuracy is a key metric that compares your predicted sales revenue against the actual sales revenue you ultimately achieve.

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

Geo-fencing creates a virtual boundary around a real-world location. It triggers actions on a device when it enters or exits this area.

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

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

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

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On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

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

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

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

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

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

Overcoming objections is the process of addressing and resolving a prospect's concerns or hesitations to move a sale forward.