Buying Criteria

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

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

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

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

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

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

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

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

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

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

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

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

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

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.

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

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

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

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

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

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

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

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

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

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

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

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

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

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

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

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

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

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

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

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

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

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

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

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

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

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

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

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

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

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

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

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

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

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

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

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

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

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

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

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

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

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

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

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

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

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

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

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

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

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

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

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

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

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

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

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

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

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.

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

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

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

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

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

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

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

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

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

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

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

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

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

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

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

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

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

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

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

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

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

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

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.