Business Continuity

A field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

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

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

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.

A sales cycle is the series of steps a company takes to close a new customer. It starts with prospecting and ends with a signed deal.

Outbound leads are potential customers a business proactively contacts through outreach like cold calls, emails, or social media.

CRM analytics is the process of analyzing data from your CRM to uncover insights that help you better understand and serve your customers.

A sales enablement platform centralizes content, training, and analytics to help sales teams engage buyers and effectively close deals.

Infrastructure as a Service (IaaS) is a cloud computing service that offers essential compute, storage, and networking resources on-demand.

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

A Statement of Work (SoW) is a document that outlines a project's scope, deliverables, and timeline. It acts as a contract between parties.

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

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

Cybersecurity is the practice of protecting computer systems, networks, and data from digital attacks, theft, and unauthorized access.

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

Robotic Process Automation (RPA) uses software bots to mimic human actions and automate repetitive, rules-based tasks on digital systems.

A Data Management Platform (DMP) is a software that collects and organizes audience data from various sources for targeted marketing efforts.

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

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

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

Agile methodology is an iterative approach to project management and software development, focusing on delivering value in small, incremental steps.

Lightning Components is a UI framework for building dynamic web apps for mobile and desktop devices on the Salesforce Lightning Platform.

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

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

Digital Rights Management (DRM) is technology that controls access to copyrighted digital content, restricting its use, modification, and distribution.

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

A value gap is the difference between the value a customer expects from a product and the actual value they receive, often leading to churn.

Zero-based budgeting (ZBB) is a method where all expenses are re-evaluated and must be justified from scratch for each new budget period.

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

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

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

Kubernetes is an open-source system for automating the deployment, scaling, and management of containerized applications.

Day Sales Outstanding (DSO) is a financial ratio that shows the average number of days it takes for a company to receive payment for a sale.

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

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

Account Click-Through Rate (CTR) is the percentage of individuals from a target account who click on a link in an ad, email, or on a webpage.

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

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

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

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

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 Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

A hard sell is an aggressive sales technique that uses high-pressure tactics to push a customer into making an immediate purchase decision.

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

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

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

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

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.

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

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

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

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

Pipeline management is the process of tracking and managing potential customers as they move through the different stages of your sales process.

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

Territory management is the process of segmenting customers into groups by geography or other factors to optimize sales efforts and resources.

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

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

"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.

Account-Based Analytics measures engagement and impact across target accounts, not just individual leads, to guide B2B sales and marketing efforts.

Fulfillment logistics is the entire process of getting an order to a customer, from storing inventory to picking, packing, and final shipment.

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

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

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

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

Customer churn rate is the percentage of subscribers or customers who cancel their service with a company during a given time frame.

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

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

An on-premise CRM is a system hosted on a company's own servers, offering complete control over data, security, and system maintenance.

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

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

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

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

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

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

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

Sales rep training is the process of equipping your sales team with the skills, knowledge, and tools to effectively sell and hit their targets.

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

A drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

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

Market intelligence is the process of collecting and analyzing data about your target market, competitors, and industry to guide business strategy.

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

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

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

Load balancing is the practice of distributing incoming network traffic across a group of backend servers, ensuring no single server is overworked.

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

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

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

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.

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

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

Subscription models are a business strategy where customers pay a recurring fee at regular intervals for access to a product or service.

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.