Business Process Management

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

Net 30 is a common payment term where a client has 30 calendar days from the invoice date to pay for goods or services in full.

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

Digital contracts are legally binding agreements created, signed, and stored electronically, offering a faster, more secure alternative to paper.

Learn about sales pipeline velocity formula, including calculating your sales pipeline velocity, & key components of pipeline velocity.

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

The Jobs to Be Done (JTBD) framework focuses on understanding customer needs by identifying the specific 'job' they are trying to accomplish.

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

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

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

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

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

Learn about sales enablement platform, including key features of sales enablement platforms, & selecting the right sales enablement platform.

Learn about sales workflows, including designing optimal sales workflows, & key components of effective sales workflows.

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

The Challenger Sales Model is a sales approach where reps challenge a customer's thinking by teaching, tailoring, and taking control of the sale.

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

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

Learn about voice search optimization, including how to implement voice search optimization, & benefits of voice search optimization.

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

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

Lead enrichment software adds crucial data to your leads, like contact info and firmographics, to help you better understand and engage them.

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

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

Learn about sales territory management, including strategies for effective territory management, & key benefits of optimizing territories.

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

Marketing performance is the process of measuring a campaign's effectiveness against set goals using key metrics like ROI and conversion rates.

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

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

Internal signals are data points from your own systems, like website visits or product usage, that indicate a customer's buying intent.

Learn about sales partnerships, including building effective sales partnerships, types of sales partnership models, benefits of cultivating sales partnership.

Learn about sales engineer, including roles and responsibilities of a sales engineer, & becoming a successful sales engineer.

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

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

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

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

Contract management is the process of creating, executing, and analyzing contracts to maximize performance and minimize financial risk.

Learn about trade shows, including maximizing your trade show impact, & trade show vs. virtual expos: understanding the difference.

Learn about sales velocity, including calculating sales velocity, key drivers of sales velocity, boosting your sales velocity, and sales velocity vs. sales v.

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

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

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

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

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

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

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

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.

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

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

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

Learn about vertical market, including identifying your vertical market, advantages of targeting vertical markets, & vertical vs. horizontal markets.

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

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

Functional testing verifies that software performs its intended functions as specified in the requirements, ensuring it works as users expect.

Learn about value statement, including crafting your value statement, key components of a value statement, & value statements vs. mission statements.

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

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

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

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

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

Learn about website visitor tracking, including benefits of website visitor tracking, key metrics to monitor, & implementing visitor tracking ethically.

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

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

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

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

Learn about scalability, including understanding scalability in business, benefits of scalability, & key elements of scalability.

The buying cycle is the journey a customer takes from first realizing they have a need to making the final purchase decision.

Learn about X-sell, including benefits of X-selling, strategies for successful X-selling, & X-sell vs. up-sell: understanding the difference.

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

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

Learn about sales qualified lead, including identifying sales qualified leads, criteria for sales qualified lead, transitioning leads to sales qualified s.

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

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

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

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

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

Customer Data Management (CDM) is the process of collecting, organizing, and analyzing customer data to create a unified view of your audience.

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

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

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

Marketing attribution is the process of identifying which touchpoints contribute to a conversion and assigning value to each of them.

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

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

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

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

Learn about salesforce administrator, including the role of a salesforce administrator, & key responsibilities of salesforce administrators.

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

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

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.

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

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

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

Learn about user interface, including designing an effective user interface, key elements of user interface, & user interface vs. user experience.

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

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

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

Learn about spiff, including implementing spiff programs effectively, spiff programs vs. standard commissions, & key components of successful spiffs.