Buyer Journey

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

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

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

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

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

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

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

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.

LPI, or Lead Per Inquiry, is a key metric that measures how many leads are generated from each inquiry in a marketing campaign.

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

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

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

A lead generation funnel is a systematic process that guides potential customers from initial awareness of your brand to becoming qualified leads.

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

Pipeline management is the process of tracking and managing potential customers as they move through the different stages of your sales process.

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

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

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.

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

Incident response is an organization's systematic approach to managing and mitigating the aftermath of a security breach or cyberattack.

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

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

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

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

A Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

Video hosting is a service that allows users to upload, store, and share video content online, making it accessible for playback anywhere.

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

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

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

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

Target Account Selling is a focused sales strategy where teams identify and pursue a specific list of high-value accounts.

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

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.

Customer experience (CX) is a customer's total perception of your business, based on every interaction across the entire customer lifecycle.

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

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

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.

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

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.

Marketing metrics are quantifiable values that marketing teams use to measure and track the performance of their campaigns and efforts.

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

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

Demographic segmentation divides a market into groups based on traits like age, gender, and income, allowing for more targeted marketing efforts.

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 spiff is a short-term sales incentive, often a cash bonus, paid directly to a salesperson for selling a specific product or service.

Conversational intelligence (CI) is AI technology that analyzes customer conversations to find insights that help sales and support teams improve.

An Application Programming Interface (API) is a set of rules that lets different software applications talk to each other and share information.

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

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

Learn about business intelligence in marketing, including the role of data in marketing BI, key components of marketing BI, & marketing BI vs. market research.

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

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

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

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.

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

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

A Request for Information (RFI) is a formal process for gathering information from potential suppliers before issuing a more detailed proposal.

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

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

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

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

Analytical CRM analyzes customer data to uncover actionable insights, helping businesses make smarter decisions and improve customer interactions.

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

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

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

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

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

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

Opportunity management is the process of tracking potential sales from first contact to a closed deal, helping teams prioritize and win more.

A trusted advisor is an expert who builds a deep client relationship by consistently prioritizing their best interests over any single transaction.

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

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

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

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

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.

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

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

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

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

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

A persona is a semi-fictional profile of your ideal customer, based on market research and real data about your existing customers.

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

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

Google Analytics is a web analytics service that tracks and reports website traffic, offering insights into user behavior and marketing effectiveness.

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

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

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

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business goals.

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