Bottom of the Funnel

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

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

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

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

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

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

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

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

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

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.

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

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.

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

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

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

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

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

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

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

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

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

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

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

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

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

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

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

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

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

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

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

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.

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

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

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

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

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

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

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

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

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

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

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

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

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

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

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

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

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

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

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

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

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

"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.

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

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

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

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

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

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

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.

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

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

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

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.

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

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

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

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.

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

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

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.

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

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

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

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

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

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

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

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

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

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

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

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.

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

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

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

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

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

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

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

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

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

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

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

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

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