Business Continuity

Sales prospecting techniques are methods used by sales teams to identify, contact, and qualify potential customers, also known as prospects.

Data-driven marketing uses customer data to inform marketing decisions, optimize campaigns, and deliver personalized experiences to consumers.

Sales prospecting is the process of identifying potential customers, or prospects, and initiating contact to convert them into paying customers.

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

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

Data privacy is an individual's right to control their personal information, including how it's collected, processed, stored, and shared.

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

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

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

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.

A version control system (VCS) tracks changes to files over time, allowing you to recall specific versions and collaborate without conflicts.

Channel sales is an indirect sales model where a company leverages third-party partners, such as resellers or affiliates, to sell its products.

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

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

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

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

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

Learn about B2B2C, including benefits of B2B2C model, key strategies for B2B2C success, & B2B2C vs. B2C vs. B2B: understanding the differences.

A Digital Sales Room is a private online space where sellers share all relevant content with buyers to streamline the sales cycle.

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

Serviceable Obtainable Market (SOM) is the portion of the market you can realistically capture with your current resources, sales, and marketing.

An inside sales rep sells products or services remotely from an office, using digital tools like phone and email to connect with customers.

Virtual selling is the process of selling to customers remotely using technology like video calls, rather than meeting them in person.

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

Learn about business process management, including benefits of implementing BPM, steps to effective BPM, common BPM mistakes to avoid, & BPM tools and software.

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

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

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

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

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

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

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

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

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

Accessibility testing is a software testing method that verifies an application is usable by people with disabilities, like vision or hearing loss.

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

Signaling is using credible actions to convey information about quality or intent to a less-informed party, effectively building trust.

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

Overcoming objections is the process of addressing and resolving a prospect's concerns or hesitations to move a sale forward.

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

The sales pipeline velocity formula is a key metric that measures how quickly deals move through your pipeline and turn into revenue.

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

A stakeholder is any individual, group, or party that has an interest in an organization and the outcomes of its actions.

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.

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

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

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

A data pipeline is a set of automated processes that move raw data from various sources to a destination for storage and analysis.

A Master Service Agreement (MSA) is a foundational contract that sets the general terms for an ongoing business relationship between two parties.

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

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

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

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

The customer lifecycle is the journey a person takes from first becoming aware of your brand to becoming a loyal, repeat customer.

High availability (HA) describes a system's capacity to function continuously with minimal downtime, ensuring consistent operational performance.

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

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

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

The Target Buying Stage identifies a prospect's position in the buying journey, from initial awareness to the final decision to purchase.

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

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

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

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

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

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

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.

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

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

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

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

The consideration buying stage is where potential customers have defined their problem and are now actively researching and evaluating solutions.

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

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

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

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

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.

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

Geo-fencing creates a virtual boundary around a real-world location. It triggers actions on a device when it enters or exits this area.

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

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

Loyalty programs are marketing strategies designed to reward repeat customers. They offer incentives like discounts or exclusive access to encourage retention.

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

Deal closing is the final step in a sales cycle. It's when a prospect signs a contract and officially converts into a paying customer.

Data mining is the process of discovering patterns, trends, and useful information from large datasets to make better business decisions.

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

Clustering is the technique of grouping similar items. In sales, it means segmenting leads by shared traits to better personalize outreach.

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

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.

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

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.