Bottom of the Funnel

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

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

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

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

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.

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

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

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

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

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

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

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

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

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

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

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

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

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

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

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

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

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

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

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

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

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

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

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

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

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

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

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.

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.

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

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

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

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

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.

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

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

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

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

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

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

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

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

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

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

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

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

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.

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

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

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

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

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 marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

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

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

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.

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

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

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

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

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

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

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

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

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

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

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

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

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

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

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

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

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

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.

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.

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

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

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

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

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

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

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

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

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

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

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

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

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.

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

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

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