Champion/Challenger Test

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

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

Data-driven marketing uses customer data to inform marketing decisions, optimize campaigns, and deliver personalized experiences to consumers.

A sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

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

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

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.

An Application Programming Interface (API) is a set of rules that lets different software applications talk to each other and share information.

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

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

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

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

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

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

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

Infrastructure as a Service (IaaS) is a cloud computing service that offers essential compute, storage, and networking resources on-demand.

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

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

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.

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

MOFU, or Middle of the Funnel, is the crucial evaluation stage in the buyer's journey where leads compare solutions to their known problem.

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

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

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

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

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

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

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

The buying cycle is the journey a customer takes from first realizing they have a need to making the final purchase decision.

A hybrid sales model blends traditional and digital sales methods to engage customers across multiple channels and buying preferences.

XML (Extensible Markup Language) is a markup language for encoding documents in a format that is both human-readable and machine-readable.

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

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

A sales lead is a potential customer—an individual or organization that has shown interest in your company's products or services.

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

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

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

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

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

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

Sales conversion rate is the percentage of prospects who take a desired action, like making a purchase, turning them into customers.

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

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

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

Lead enrichment software adds crucial data to your leads, like contact info and firmographics, to help you better understand and engage them.

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

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

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

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

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

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

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

Touches are the individual interactions you have with a prospect throughout the sales process, from emails and calls to social media messages.

Text message marketing is a strategy where businesses send promotional messages, offers, and updates to customers via SMS or MMS.

Cybersecurity is the practice of protecting computer systems, networks, and data from digital attacks, theft, and unauthorized access.

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

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

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

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

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

Phishing attacks are fraudulent attempts to trick you into revealing sensitive data like passwords or financial info by posing as a trusted source.

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

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

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

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

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

A stakeholder is any individual, group, or party that has an interest in an organization and the outcomes of its actions.

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

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

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

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

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.

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

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.

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

Sales engagement is the sum of all interactions between a seller and a prospect, aimed at building a relationship and moving a deal forward.

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

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

A vertical market is a niche where businesses cater to a specific industry or group of customers with specialized needs, not the mass market.

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

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

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

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

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

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

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

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

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.

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

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

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