Bottom of the Funnel

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

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

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

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

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

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

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

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

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

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

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

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

“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.

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

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

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

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

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

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

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

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

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

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

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

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

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

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

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

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.

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.

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

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

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

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

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

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

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

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

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

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

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

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

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

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

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

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

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

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

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

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

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

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

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

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.

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

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

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

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

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.

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

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

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

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

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.

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

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

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

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

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

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

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

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

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

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

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

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

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

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

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

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

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

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

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

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

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

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

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

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

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

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

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

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

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.

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

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

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

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