B2B Sales

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

Average Order Value (AOV) tracks the average dollar amount spent each time a customer places an order on your website or mobile app.

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

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

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

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

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

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

Escalations are the process of moving a customer issue or sales opportunity to a more senior or specialized team member for resolution.

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

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

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.

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

Data-driven lead generation is the process of using data insights to identify, attract, and convert high-quality leads into customers.

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

Click-through rate (CTR) is a metric that measures the percentage of people who click on a specific link, ad, or call-to-action.

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

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

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

Sales territory planning is the process of dividing customers into geographic areas to be assigned to specific sales reps or teams.

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

Learn about B2B marketing KPIs, including identifying key B2B marketing KPIs, setting achievable KPI targets, B2B vs B2C marketing KPIs: understanding the differences.

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

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

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.

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

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

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

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

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

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

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

A sales process is a structured set of steps that a sales team follows to move a prospect from an initial lead to a closed customer.

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

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

The sales pipeline velocity formula is a key metric that measures how quickly deals move through your pipeline and turn into revenue.

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

A field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

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

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

“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.

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

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

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

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

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

A hybrid sales model blends traditional and digital sales methods to engage customers across multiple channels and buying preferences.

Learn about B2B2C, including benefits of B2B2C model, key strategies for B2B2C success, & B2B2C vs. B2C vs. B2B: understanding the differences.

Referral marketing is a strategy that incentivizes existing customers to recommend a company's products or services to their personal network.

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

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

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

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

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

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

Learn about brand awareness, including understanding its importance, building an effective strategy, key metrics to track, & examples in the real world.

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

Day Sales Outstanding (DSO) is a financial ratio that shows the average number of days it takes for a company to receive payment for a sale.

A Virtual Private Cloud (VPC) is a secure, isolated section of a public cloud. It lets you provision your own logically isolated resources.

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

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

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

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.

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

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

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

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

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

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

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

Video messaging involves sending short, personalized video clips to prospects or customers, replacing traditional text-based communication.

Sales compensation is the total pay a salesperson receives, including salary, commissions, and bonuses, structured to motivate performance.

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

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

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

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

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

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

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

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

Performance monitoring involves collecting and analyzing data to track a system's operational health and efficiency, ensuring it meets set standards.

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

A hard sell is an aggressive sales technique that uses high-pressure tactics to push a customer into making an immediate purchase decision.

Price optimization is the process of finding the ideal price for a product or service to maximize profitability or other business objectives.

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

A weighted pipeline forecasts sales revenue by assigning a closing probability to each deal based on its stage in the sales funnel.

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

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

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

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

A sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

A trusted advisor is an expert who builds a deep client relationship by consistently prioritizing their best interests over any single transaction.

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.