Buying Intent

A/B testing is a method of comparing two versions of something, like a webpage or email, to determine which one performs better with your audience.

The marketing funnel is a model illustrating the path potential customers take, from initial awareness to making a purchase.

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

Multi-touch attribution is a marketing analytics method that credits multiple touchpoints on the customer journey for a conversion.

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

Sales territory management is the process of grouping accounts into territories and assigning them to reps to maximize sales and market coverage.

Learn about B2B sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

Customer Retention Rate (CRR) is the metric that measures the percentage of customers a company has kept over a specific period of time.

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

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.

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

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

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

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

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

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

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

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

Ransomware is a type of malicious software that encrypts a victim's files, holding them hostage until a ransom is paid for the decryption key.

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

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

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

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

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

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

A soft sell is a low-pressure sales tactic that uses subtle persuasion and relationship-building to gently guide customers toward a purchase.

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

A sales forecast is a projection of future sales revenue. It's a crucial tool for businesses to make informed decisions and allocate resources.

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.

Learn about B2B2C, including benefits of B2B2C model, key strategies for B2B2C success, & B2B2C vs. B2C vs. B2B: understanding the differences.

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

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.

Outside sales reps sell products/services in person, traveling to meet clients and close deals face-to-face, outside of a traditional office.

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

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

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

Google Analytics is a web analytics service that tracks and reports website traffic, offering insights into user behavior and marketing effectiveness.

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

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

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

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

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

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

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

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

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

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

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

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

A nurture campaign is a series of automated messages designed to build relationships with potential customers and guide them toward a purchase.

A sales dialer is software that automates outbound calling for sales teams, allowing reps to connect with more prospects in less time.

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

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

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

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

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

A Master Service Agreement (MSA) is a foundational contract that sets the general terms for an ongoing business relationship between two parties.

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

Sales development is the process of identifying and qualifying potential customers to create a pipeline of sales-ready leads for closers.

Think of a trademark as a brand's unique signature—a word, symbol, or phrase that legally protects its identity and sets it apart from the rest.

A sales process is a structured set of steps that a sales team follows to move a prospect from an initial lead to a closed customer.

Dark social is the sharing of content through private channels like messaging apps or email. This traffic is hard to track as it lacks referral data.

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

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

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

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

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

Analytical CRM analyzes customer data to uncover actionable insights, helping businesses make smarter decisions and improve customer interactions.

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

Video messaging involves sending short, personalized video clips to prospects or customers, replacing traditional text-based communication.

Customer churn rate is the percentage of subscribers or customers who cancel their service with a company during a given time frame.

A Unique Value Proposition (UVP) is a concise statement that clearly communicates the unique benefit a customer gets from your product or service.

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

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

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

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

Referral marketing is a strategy that incentivizes existing customers to recommend a company's products or services to their personal network.

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

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

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

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

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.

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

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

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

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

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

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

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

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.