Buyer Intent

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

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

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

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

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

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

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

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

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

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

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

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

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

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

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

A sales process is a structured set of steps that a sales team follows to move a prospect from an initial lead to a closed customer.

Sales Engineers blend deep technical knowledge with sales acumen, demonstrating a product's value and solving customer problems to drive revenue.

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.

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

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

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

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

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 batch processing, including benefits of batch processing, best practices for implementation, & common use cases.

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

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

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

A closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

A triggered email is an automated message sent to a user in response to a specific action or event, like signing up or making a purchase.

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

Trade shows are events where companies in a specific industry showcase their latest products and services to find new customers and partners.

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

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

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

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history effectively.

“No Spam” is a commitment to sending only relevant, solicited messages. It means avoiding bulk, unwanted emails to respect the recipient's inbox.

Learn about B2B sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

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

Your email deliverability rate is the percentage of sent emails that successfully land in a recipient's inbox, rather than bouncing or going to spam.

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

Referral marketing is a strategy that incentivizes existing customers to recommend a company's products or services to their personal network.

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

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

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

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

Siloed describes the isolation of data, teams, or systems within a company, which blocks collaboration and creates operational bottlenecks.

A Unique Value Proposition (UVP) is a concise statement that clearly communicates the unique benefit a customer gets from your product or service.

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.

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

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

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

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

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

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

Sales conversion rate is the percentage of prospects who take a desired action, like making a purchase, turning them into customers.

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.

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

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

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

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

Sales training is the process of honing a salesperson's skills and knowledge to enhance their effectiveness and drive sales success.

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.

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

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

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

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

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

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

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

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

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

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

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

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

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

Responsive design is an approach where a website's layout adapts to the user's screen size, providing an optimal experience on any device.

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

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

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

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

MOFU, or Middle of the Funnel, is the crucial evaluation stage in the buyer's journey where leads compare solutions to their known problem.

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

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

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

A weighted pipeline forecasts sales revenue by assigning a closing probability to each deal based on its stage in the sales funnel.

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

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

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

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.