Buying Criteria

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

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

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

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

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

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.

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

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

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

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

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

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

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

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

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

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Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

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

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

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.

A sales lead is a potential customer—an individual or organization that has shown interest in your company's products or services.

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

Sales and marketing analytics involves measuring and analyzing performance data to maximize effectiveness and optimize return on investment (ROI).

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

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

Trigger marketing uses customer actions or events to automatically send highly relevant, personalized messages at the perfect moment.

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

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

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

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

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

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

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

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

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

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

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

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

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

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

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

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

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

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

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

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

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

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

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

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

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

Learn about business continuity, including understanding key components, steps to ensure continuity, common challenges, & best practices.

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

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

Lead generation software helps businesses automate finding and capturing potential customers' contact information to build sales pipelines.

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

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

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

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

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

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

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

Single Sign-On (SSO) is an authentication method allowing users to access multiple applications with one set of login credentials.

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

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

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

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

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

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

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

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

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

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

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

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

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

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.

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

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

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

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

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