Buying Criteria

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

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

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

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

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

Objection handling is the process of responding to a prospect's concerns or hesitations about a product or service to move a deal forward.

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

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

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

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

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

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

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

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

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

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

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

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

Dynamic data is information that updates in real-time. Unlike static data, it reflects the most current state of information automatically.

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

An account is a company or organization that you're targeting for sales. It can be a prospective, current, or even a past customer.

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

Inbound lead generation is the process of attracting potential customers to your business with valuable content and tailored experiences.

Data hygiene is the practice of ensuring your customer data is clean, accurate, and up-to-date by removing duplicates and correcting errors.

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

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

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

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.

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

Net Promoter Score (NPS) is a metric measuring customer loyalty by asking how likely they are to recommend your company or product to others.

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

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

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

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

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

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

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

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

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

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

A landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

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

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

Amortization is the process of spreading out a loan or the cost of an intangible asset over a specific period for accounting and tax purposes.

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

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

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

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

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

Objection handling in sales is the process of responding to a prospect's concerns about a product or service to move the deal forward.

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

Video email involves embedding a short video directly into an email. This lets recipients watch your message without leaving their inbox.

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

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

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

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.

Sales productivity is the measure of a sales team's efficiency, focusing on maximizing revenue generation while minimizing the resources spent.

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

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

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

Stress testing is a type of software testing that determines a system's robustness by pushing it beyond its normal operational capacity.

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

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

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.

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

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

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

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

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

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

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

A sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

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

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

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

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

Cybersecurity is the practice of protecting computer systems, networks, and data from digital attacks, theft, and unauthorized access.

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

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

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

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

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

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.