Business Intelligence In Marketing

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

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.

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

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

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

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

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

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

Sales compensation is the total pay a salesperson receives, including salary, commissions, and bonuses, structured to motivate performance.

Phishing attacks are fraudulent attempts to trick you into revealing sensitive data like passwords or financial info by posing as a trusted source.

A dialer is software that automatically dials phone numbers for agents, boosting call efficiency and connecting them to live prospects faster.

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

A sales pitch is a persuasive presentation of a product or service, aimed at convincing a potential customer to make a purchase.

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

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

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

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

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

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

Account-Based Marketing (ABM) benchmarks are key metrics used to measure the performance and success of your targeted account strategies.

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

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

Sender Policy Framework (SPF) is an email authentication method that lets you specify which mail servers can send emails on behalf of your domain.

Sales pipeline management is the process of organizing, tracking, and managing potential deals through every stage of your sales funnel.

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

Learn about B2B demand generation, including strategies for effective B2B demand generation, & key components of a demand generation program.

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

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

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.

Learn about browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

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

Sales territory management is the process of grouping accounts into territories and assigning them to reps to maximize sales and market coverage.

NoSQL ("Not only SQL") databases offer a flexible alternative to relational models, excelling at managing large and unstructured data sets.

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

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

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

A competitive landscape is an analysis of your direct and indirect competitors, revealing their strengths, weaknesses, and market positioning.

A lead magnet is a free incentive offered to potential customers in exchange for their contact details, like an email, to generate sales leads.

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data 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.

A hybrid sales model blends traditional and digital sales methods to engage customers across multiple channels and buying preferences.

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.

Click-through rate (CTR) is a metric that measures the percentage of people who click on a specific link, ad, or call-to-action.

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

Direct-to-consumer (D2C) is a sales strategy where a brand sells its products directly to end customers, bypassing any third-party retailers.

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

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

Inbound sales attracts interested prospects who've engaged with your brand, letting sales reps connect with warm leads instead of cold outreach.

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

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

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

A tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

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

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

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

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

Sales engagement is the sum of all interactions between a seller and a prospect, aimed at building a relationship and moving a deal forward.

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

Serverless computing is a cloud model where the provider manages servers, so developers can focus on code without worrying about infrastructure.

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

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

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

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

CPQ (Configure, Price, Quote) software is a sales tool for creating accurate, configurable quotes for complex products and services.

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

Price optimization is the process of finding the ideal price for a product or service to maximize profitability or other business objectives.

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer throughout their entire relationship with the company.

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

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

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

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.

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

Voice search optimization is the process of optimizing your content, SEO, and online listings to appear in and rank for voice-based searches.

Outside sales reps sell products/services in person, traveling to meet clients and close deals face-to-face, outside of a traditional office.

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

Sales velocity is a key metric measuring the speed at which your company makes money. It shows how fast deals move through your sales pipeline.

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

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

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.

Performance monitoring involves collecting and analyzing data to track a system's operational health and efficiency, ensuring it meets set standards.

Loss aversion is our tendency to feel the sting of a loss more acutely than the pleasure of an equivalent gain.

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

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

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

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

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

Churn, also known as customer attrition, is the rate at which customers stop doing business with a company over a given period.