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Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

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

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

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

A closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

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

Sales velocity is a key metric measuring the speed at which your company makes money. It shows how fast deals move through your sales pipeline.

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

Voice search optimization is the process of optimizing your content, SEO, and online listings to appear in and rank for voice-based searches.

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

API security is the practice of protecting application programming interfaces from attacks, preventing data breaches and unauthorized access.

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

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

Time on site, or session duration, is a key web metric that tracks the total time a visitor spends on your website during a single visit.

LinkedIn InMail messages are a premium feature that lets you directly message any LinkedIn member, even if you're not connected to them.

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

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

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

Marketing analytics involves measuring and analyzing marketing data to understand campaign performance and improve return on investment (ROI).

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

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

Sales productivity is the measure of a sales team's efficiency, focusing on maximizing revenue generation while minimizing the resources spent.

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

Win/Loss Analysis is the process of systematically tracking and analyzing the reasons why you win or lose deals with prospective customers.

Sales training is the process of honing a salesperson's skills and knowledge to enhance their effectiveness and drive sales success.

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

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.

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

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

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

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

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

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

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

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

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

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

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

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

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

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

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

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

Predictive analytics uses historical data, statistical algorithms, and machine learning to identify the likelihood of future outcomes.

Software as a Service (SaaS) is a cloud-based model where users subscribe to an application and access it over the internet.

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

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

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

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

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

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

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

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

Return on Marketing Investment (ROMI) measures the revenue generated by a marketing campaign relative to the cost of that campaign.

ClickFunnels is a popular online tool that lets entrepreneurs easily build sales funnels to guide potential customers through the buying process.

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

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.

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.

Contract management is the process of creating, executing, and analyzing contracts to maximize performance and minimize financial risk.

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

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

Internal signals are data points from your own systems, like website visits or product usage, that indicate a customer's buying intent.

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

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

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

Market intelligence is the process of collecting and analyzing data about your target market, competitors, and industry to guide business strategy.

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

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

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

Sales pipeline management is the process of organizing, tracking, and managing potential deals through every stage of your sales funnel.

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

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

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

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

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

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

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

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.

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

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

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

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

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

A lead generation funnel is a systematic process that guides potential customers from initial awareness of your brand to becoming qualified leads.

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

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

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

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.

Learn about business process management, including benefits of implementing BPM, steps to effective BPM, common BPM mistakes to avoid, & BPM tools and software.

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

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

Serviceable Available Market (SAM) is the segment of the total market that your business can realistically serve within its geographical reach.