Business Continuity

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

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.

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

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

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

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

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

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

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.

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

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

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

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

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.

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

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

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.

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.

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.

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

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

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

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

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

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

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

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

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

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.

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

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

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

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

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

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

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

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

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

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

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

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

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

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

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

Audience targeting is the process of segmenting consumers into specific groups to deliver more personalized and relevant marketing messages.

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

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

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

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

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

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

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

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

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

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.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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.

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

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

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

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

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

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

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

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

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

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

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

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

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

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

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

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

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

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

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

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.

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

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

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

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

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.

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.

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.