Behavioral Analytics

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

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

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

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

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

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

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

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

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.

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

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

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

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

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

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

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

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

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.

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

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

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

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

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

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

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

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

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

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

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

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

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

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

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

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

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

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

“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.

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

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

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

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

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

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

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

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

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

A Request for Information (RFI) is a formal process for gathering information from potential suppliers before issuing a more detailed proposal.

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

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

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

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

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

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

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

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

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

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

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

An account is a company or organization that you're targeting for sales. It can be a prospective, current, or even a past customer.

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 erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

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

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

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

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

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

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

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

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

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

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

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

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

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

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

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

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

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

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.

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

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

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

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

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

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

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

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

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

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

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

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

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

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