Business Process Management

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.

Sales forecast accuracy is a key metric that compares your predicted sales revenue against the actual sales revenue you ultimately achieve.

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

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

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

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

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

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

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

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

A marketing budget breakdown is a detailed plan that allocates your total marketing funds across various channels, campaigns, and activities.

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

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

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

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

A vertical market is a niche where businesses cater to a specific industry or group of customers with specialized needs, not the mass market.

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

Content curation involves gathering, organizing, and sharing the most relevant online content on a specific topic for a particular audience.

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

AI marketing uses artificial intelligence to analyze data, automate decisions, and deliver personalized customer experiences at scale.

Sales pipeline velocity is a metric that measures how quickly deals move through your sales funnel to generate revenue for your business.

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

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

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

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

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

A Sales Director leads a sales team, develops strategies, and is responsible for meeting a company's revenue targets.

A Virtual Private Cloud (VPC) is a secure, isolated section of a public cloud. It lets you provision your own logically isolated resources.

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

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

Pay-per-click (PPC) is an ad model where you pay a fee each time your ad is clicked. It's a method of buying targeted visits to your website.

Sales funnel metrics are key data points that track how effectively you're moving potential customers from awareness to a final purchase.

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

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

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

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

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

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

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

Smarketing is the process of aligning your sales and marketing teams. This integration focuses on shared goals to improve lead quality and drive revenue.

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

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

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

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

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

Time on site, or session duration, is a key web metric that tracks the total time a visitor spends on your website during a single visit.

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

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

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

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

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.

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

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

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

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

ClickFunnels is a popular online tool that lets entrepreneurs easily build sales funnels to guide potential customers through the buying process.

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 ballpark, including estimating with ballpark figures, understanding ballpark estimates in sales, & ballpark estimates vs. precise quotes.

Ransomware is a type of malicious software that encrypts a victim's files, holding them hostage until a ransom is paid for the decryption key.

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

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

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

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

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

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

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

A sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

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

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

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

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

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

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

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

Upselling is a sales tactic encouraging customers to purchase a higher-end version of a product or related add-ons to boost revenue.

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

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

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

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

Inventory management is the process of ordering, storing, and using a company's inventory, from raw materials to finished goods.

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

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

Guided selling simplifies complex sales by giving reps step-by-step instructions and data-driven recommendations to close deals faster.

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

CPM, or Cost Per Mille, is a key advertising metric. It's the cost an advertiser pays for one thousand views or impressions of a single ad.

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

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

A Request for Proposal (RFP) is a formal document that outlines a project's needs and invites qualified vendors to submit bids to complete it.

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

A competitive advantage is a unique edge that allows a business to produce goods or services better or more cheaply than its rivals.

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

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

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

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

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