Challenger Sales Model

Customer Data Management (CDM) is the process of collecting, organizing, and analyzing customer data to create a unified view of your audience.

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

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

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

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

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

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

Prospecting is the process of identifying potential customers, or prospects, to build a sales pipeline and generate new business opportunities.

Accessibility testing is a software testing method that verifies an application is usable by people with disabilities, like vision or hearing loss.

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

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

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

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

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

Serverless computing is a cloud model where the provider manages servers, so developers can focus on code without worrying about infrastructure.

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

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

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

The sales pipeline velocity formula is a key metric that measures how quickly deals move through your pipeline and turn into revenue.

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

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

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

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

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

Compliance testing ensures a product or system adheres to specific regulations, standards, or policies set by governing bodies or organizations.

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

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

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

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

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

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

An on-premise CRM is a system hosted on a company's own servers, offering complete control over data, security, and system maintenance.

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

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

Zero-based budgeting (ZBB) is a method where all expenses are re-evaluated and must be justified from scratch for each new budget period.

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

Serviceable Obtainable Market (SOM) is the portion of the market you can realistically capture with your current resources, sales, and marketing.

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

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

Learn about BANT framework, including implementing BANT in sales strategy, advantages of the BANT methodology, & BANT vs. other qualification models.

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

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

“No Spam” is a commitment to sending only relevant, solicited messages. It means avoiding bulk, unwanted emails to respect the recipient's inbox.

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

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

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

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

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

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

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

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

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

Learn about business to customer, including maximizing B2C sales strategies, B2C vs. B2B: unveiling differences, & core principles of B2C success.

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

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

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

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

Outbound leads are potential customers a business proactively contacts through outreach like cold calls, emails, or social media.

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

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

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

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

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

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

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

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

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

An HTTP request is a message sent by a client, like a web browser, to a server to ask for a resource, such as a web page or an image.

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

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

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

Sales performance metrics are key data points that measure a sales team's effectiveness in achieving its goals and driving revenue.

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

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

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

Lightning Components is a UI framework for building dynamic web apps for mobile and desktop devices on the Salesforce Lightning Platform.

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

Learn about brand awareness, including understanding its importance, building an effective strategy, key metrics to track, & examples in the real world.

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

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

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

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

Video prospecting is the sales technique of sending personalized videos to potential customers to grab their attention and secure more meetings.

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

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

Closing ratio is a key sales metric that shows the percentage of leads or proposals that result in a successful sale.

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

“Always Be Closing” (ABC) is a sales mantra meaning every action a salesperson takes should be with the ultimate goal of closing the sale.

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

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

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