Buying Criteria

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

Sales forecast accuracy is a key metric that compares your predicted sales revenue against the actual sales revenue you ultimately achieve.

A field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

A sales enablement platform centralizes content, training, and analytics to help sales teams engage buyers and effectively close deals.

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

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

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

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

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

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

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

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

A marketing budget breakdown is a detailed plan that allocates your total marketing funds across various channels, campaigns, and activities.

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

Signaling is using credible actions to convey information about quality or intent to a less-informed party, effectively building trust.

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

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

An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.

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

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

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

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

AI marketing uses artificial intelligence to analyze data, automate decisions, and deliver personalized customer experiences at scale.

Sales pipeline velocity is a metric that measures how quickly deals move through your sales funnel to generate revenue for your business.

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

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

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

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

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

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

Mobile app analytics involves collecting and analyzing data from mobile apps to understand user behavior and optimize the app's performance.

Digital Rights Management (DRM) is technology that controls access to copyrighted digital content, restricting its use, modification, and distribution.

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

Pay-per-click (PPC) is an ad model where you pay a fee each time your ad is clicked. It's a method of buying targeted visits to your website.

Sales funnel metrics are key data points that track how effectively you're moving potential customers from awareness to a final purchase.

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

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

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

Overcoming objections is the process of addressing and resolving a prospect's concerns or hesitations to move a sale forward.

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

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

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

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

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

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

Territory management is the process of segmenting customers into groups by geography or other factors to optimize sales efforts and resources.

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

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

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

Sales prospecting is the process of identifying potential customers, or prospects, and initiating contact to convert them into paying customers.

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

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

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

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

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

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

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

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

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.

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

Learn about ballpark, including estimating with ballpark figures, understanding ballpark estimates in sales, & ballpark estimates vs. precise quotes.

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

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.

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

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history effectively.

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 B2B marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

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

A sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

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

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

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

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

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

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

Upselling is a sales tactic encouraging customers to purchase a higher-end version of a product or related add-ons to boost revenue.

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

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

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

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

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

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.

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

Guided selling simplifies complex sales by giving reps step-by-step instructions and data-driven recommendations to close deals faster.

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

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

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

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

Account-Based Analytics measures engagement and impact across target accounts, not just individual leads, to guide B2B sales and marketing efforts.

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

A competitive advantage is a unique edge that allows a business to produce goods or services better or more cheaply than its rivals.

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

A drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

Load balancing is the practice of distributing incoming network traffic across a group of backend servers, ensuring no single server is overworked.

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

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