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

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

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

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

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

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

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

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

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

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

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

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

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

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

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

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

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

Website visitor tracking collects and analyzes data on user behavior to understand their journey and improve the overall user experience.

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

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

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

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

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

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

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.

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

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.

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

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

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

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

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

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

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

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

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

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

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

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

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.

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

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

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

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

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

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

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

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

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

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

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

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

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

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

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

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

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

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

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

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

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

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

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

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

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

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

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

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

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

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 metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

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

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

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

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

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

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

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

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

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.