Behavioral Analytics

"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.

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

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

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

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

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

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

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

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

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

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

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

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

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

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

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

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

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

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

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

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

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.

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

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

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

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.

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

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

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

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

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

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

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

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

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

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

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

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

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

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.

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

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

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

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

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

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

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

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

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

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

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.

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.

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.

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

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

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.

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

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

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

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

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

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

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

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

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.

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

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

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

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

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.

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

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

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

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

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

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

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

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

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

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

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

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

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

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

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

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

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

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

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

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

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

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

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

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