Challenger Sales

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

Conversion rate is the percentage of visitors who complete a desired goal, like a purchase or sign-up, out of the total number of visitors.

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

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

Learn about B2B demand generation, including strategies for effective B2B demand generation, & key components of a demand generation program.

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

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

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

Yield management is a dynamic pricing strategy that adjusts prices based on demand to maximize revenue from a fixed, perishable inventory.

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

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

A follow-up is a communication sent after an initial interaction to continue the conversation, provide more value, or prompt a response.

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

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

Content syndication is the process of republishing your web content on third-party sites to reach a much wider audience.

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.

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

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

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

Content curation involves gathering, organizing, and sharing the most relevant online content on a specific topic for a particular audience.

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.

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

LPI, or Lead Per Inquiry, is a key metric that measures how many leads are generated from each inquiry in a marketing campaign.

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

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

Sales prospecting techniques are methods used by sales teams to identify, contact, and qualify potential customers, also known as prospects.

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

A hard sell is an aggressive sales technique that uses high-pressure tactics to push a customer into making an immediate purchase decision.

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

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

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

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

Return on Investment (ROI) is a key performance metric that measures the profitability of an investment relative to its initial cost.

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

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

A tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

The Target Buying Stage identifies a prospect's position in the buying journey, from initial awareness to the final decision to purchase.

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

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

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

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

CCPA compliance is adhering to the California Consumer Privacy Act, a law that grants consumers more control over their personal data.

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.

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

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

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

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

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

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

Amortization is the process of spreading out a loan or the cost of an intangible asset over a specific period for accounting and tax purposes.

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

A persona is a semi-fictional profile of your ideal customer, based on market research and real data about your existing customers.

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

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

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.

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

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

CPQ (Configure, Price, Quote) software is a sales tool for creating accurate, configurable quotes for complex products and services.

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

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

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

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

Siloed describes the isolation of data, teams, or systems within a company, which blocks collaboration and creates operational bottlenecks.

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 sales cycle is the series of steps a company takes to close a new customer. It starts with prospecting and ends with a signed deal.

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

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

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

Sales compensation is the total pay a salesperson receives, including salary, commissions, and bonuses, structured to motivate performance.

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

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

A triggered email is an automated message sent to a user in response to a specific action or event, like signing up or making a purchase.

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

A Sales Qualified Lead (SQL) is a prospect vetted by marketing and sales, deemed ready for a direct sales pitch after showing intent to buy.

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

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

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

Marketing intelligence is gathering and analyzing data about your market, customers, and competitors to inform strategic marketing decisions.

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

Rapport building is the process of establishing a connection and mutual understanding with someone, creating a foundation of trust and affinity.

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

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

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

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

A dialer is software that automatically dials phone numbers for agents, boosting call efficiency and connecting them to live prospects faster.

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

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

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

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

Average Order Value (AOV) tracks the average dollar amount spent each time a customer places an order on your website or mobile app.

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

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

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

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

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

A spiff is a short-term sales incentive, often a cash bonus, paid directly to a salesperson for selling a specific product or service.

The self-service SaaS model allows customers to independently sign up, use, and manage a product without any direct help from the company.