Behavioral Analytics

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Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

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

Single Sign-On (SSO) is an authentication method allowing users to access multiple applications with one set of login credentials.

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

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

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.

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

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

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

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

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

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

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

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

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

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

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

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

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

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

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

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

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

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

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

Stress testing is a type of software testing that determines a system's robustness by pushing it beyond its normal operational capacity.

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

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

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

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

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

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

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

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

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

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

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

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.

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

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

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

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

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

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

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

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

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

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

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

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

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

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

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

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

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

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

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

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

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

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

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

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

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

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

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

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

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

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

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

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

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

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.

Cold emailing is sending unsolicited emails to potential customers you haven't contacted before, aiming to start a business conversation.

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

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

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

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

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

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

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

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

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

Trigger marketing uses customer actions or events to automatically send highly relevant, personalized messages at the perfect moment.

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