Buying 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.

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.

Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

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

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

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

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

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

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.

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

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

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

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

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

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

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

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

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

A buying signal is any action from a prospect that indicates they are interested in making a purchase, helping sales teams prioritize leads.

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

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

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

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

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

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

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

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

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

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

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

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

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

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

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

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

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

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

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

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

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

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.

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

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

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

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

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

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

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

Website visitor tracking collects and analyzes data on user behavior to understand their journey and improve the overall user experience.

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.

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

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

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

Cold emailing is sending unsolicited emails to potential customers you haven't contacted before, aiming to start a business conversation.

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

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

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

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

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.

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

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

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

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

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

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

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

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

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

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.

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

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

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

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

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

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

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

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

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

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

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

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

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

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

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

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

NoSQL ("Not only SQL") databases offer a flexible alternative to relational models, excelling at managing large and unstructured data sets.

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