Bottom of the Funnel

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

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

Mobile optimization adapts your website to ensure visitors on smartphones and tablets have a seamless, user-friendly experience.

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

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business goals.

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

LinkedIn InMail messages are a premium feature that lets you directly message any LinkedIn member, even if you're not connected to them.

Predictive analytics uses historical data, statistical algorithms, and machine learning to identify the likelihood of future outcomes.

Data hygiene is the practice of ensuring your customer data is clean, accurate, and up-to-date by removing duplicates and correcting errors.

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

A soft sell is a low-pressure sales tactic that uses subtle persuasion and relationship-building to gently guide customers toward a purchase.

Learn about B2B demand generation, including strategies for effective B2B demand generation, & key components of a demand generation program.

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

Learn about business to customer, including maximizing B2C sales strategies, B2C vs. B2B: unveiling differences, & core principles of B2C success.

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

CCPA compliance is adhering to the California Consumer Privacy Act, a law that grants consumers more control over their personal data.

Demand forecasting is the process of predicting future customer demand for a product or service based on historical data and market trends.

Marketing analytics involves measuring and analyzing marketing data to understand campaign performance and improve return on investment (ROI).

Average Order Value (AOV) tracks the average dollar amount spent each time a customer places an order on your website or mobile app.

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

Learn about browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

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.

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

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

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

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

Sales Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

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

A Request for Proposal (RFP) is a formal document that outlines a project's needs and invites qualified vendors to submit bids to complete it.

Learn about B2B sales channels, including types of B2B sales channels, strategies for effective channel selection, & integrating technology in B2B sales.

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

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.

The buying cycle is the journey a customer takes from first realizing they have a need to making the final purchase decision.

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

Touches are the individual interactions you have with a prospect throughout the sales process, from emails and calls to social media messages.

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

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

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

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

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

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

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

A sales forecast is a projection of future sales revenue. It's a crucial tool for businesses to make informed decisions and allocate resources.

“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 business intelligence, including key components of business intelligence, the role of BI in decision making, business intelligence tools and techniques.

A triggered email is an automated message sent to a user in response to a specific action or event, like signing up or making a purchase.

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

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

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

MEDDICC is a sales qualification framework for complex B2B deals. It helps reps identify and validate key aspects of an opportunity to close more effectively.

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

Multi-touch attribution is a marketing analytics method that credits multiple touchpoints on the customer journey for a conversion.

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

Average Customer Life is the average time someone remains a customer. It's a key metric for predicting revenue and measuring customer loyalty.

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

Voice search optimization is the process of optimizing your content, SEO, and online listings to appear in and rank for voice-based searches.

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

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

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

Loss aversion is our tendency to feel the sting of a loss more acutely than the pleasure of an equivalent gain.

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

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

A competitive landscape is an analysis of your direct and indirect competitors, revealing their strengths, weaknesses, and market positioning.

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

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

Dynamic data is information that updates in real-time. Unlike static data, it reflects the most current state of information automatically.

The decision stage is where a well-researched buyer chooses a vendor. They compare specific products and pricing before making their final purchase.

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

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

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

Learn about batch processing, including benefits of batch processing, best practices for implementation, & common use cases.

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

Content syndication is the process of republishing your web content on third-party sites to reach a much wider audience.

Escalations are the process of moving a customer issue or sales opportunity to a more senior or specialized team member for resolution.

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

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

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

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

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.

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

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

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

Internal signals are data points from your own systems, like website visits or product usage, that indicate a customer's buying intent.

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

Sales productivity is the measure of a sales team's efficiency, focusing on maximizing revenue generation while minimizing the resources spent.

Sales velocity is a key metric measuring the speed at which your company makes money. It shows how fast deals move through your sales pipeline.

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

Tokenization is the process of breaking down text into smaller units called tokens, such as words or characters, for AI to process.

Net Promoter Score (NPS) is a metric measuring customer loyalty by asking how likely they are to recommend your company or product to others.

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

Conversion rate is the percentage of visitors who complete a desired goal, like a purchase or sign-up, out of the total number of visitors.

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

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.