B2B Sales

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.

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

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

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

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

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

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

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

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

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

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.

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.

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

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

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

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

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

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

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

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

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

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

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

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

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.

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

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

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

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

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

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

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

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

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

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

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

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

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

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

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

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

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

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

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

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

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

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.

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

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

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

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.

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

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

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

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

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

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

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

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

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

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

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

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

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

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

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

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

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

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

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

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

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

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

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

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

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

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

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

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

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

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.

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

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

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

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

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

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

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

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

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

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

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

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