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

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

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

A version control system (VCS) tracks changes to files over time, allowing you to recall specific versions and collaborate without conflicts.

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

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

Data-driven lead generation is the process of using data insights to identify, attract, and convert high-quality leads into customers.

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

Audience targeting is the process of segmenting consumers into specific groups to deliver more personalized and relevant marketing messages.

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

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

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

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.

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

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

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

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

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

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

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

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

Conversational intelligence (CI) is AI technology that analyzes customer conversations to find insights that help sales and support teams improve.

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

Sales pipeline reporting is the process of analyzing sales data to track progress, identify bottlenecks, and forecast future revenue.

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

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

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

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

Product-market fit is when a product meets the needs of a strong market, leading to high demand, customer satisfaction, and organic growth.

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

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

Deal closing is the final step in a sales cycle. It's when a prospect signs a contract and officially converts into a paying customer.

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

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

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

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

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.

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

A Statement of Work (SoW) is a document that outlines a project's scope, deliverables, and timeline. It acts as a contract between parties.

The decision stage is where a well-researched buyer chooses a vendor. They compare specific products and pricing before making their final purchase.

Sales development is the process of identifying and qualifying potential customers to create a pipeline of sales-ready leads for closers.

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

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

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

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

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

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

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

WordPress is a free, open-source content management system (CMS) that allows you to easily create, manage, and publish websites and blogs.

A payment gateway is a service that authorizes and processes payments for businesses, acting as a secure link between the customer and the merchant.

Overcoming objections is the process of addressing and resolving a prospect's concerns or hesitations to move a sale forward.

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.

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

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

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

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

Sender Policy Framework (SPF) is an email authentication method that lets you specify which mail servers can send emails on behalf of your domain.

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

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

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

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

Employee advocacy is the promotion of an organization by its staff members, who share positive messages and content through their personal networks.

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

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

Your email deliverability rate is the percentage of sent emails that successfully land in a recipient's inbox, rather than bouncing or going to spam.

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

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

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

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

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

A marketing budget breakdown is a detailed plan that allocates your total marketing funds across various channels, campaigns, and activities.

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

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

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.

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

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

The customer lifecycle is the journey a person takes from first becoming aware of your brand to becoming a loyal, repeat customer.

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

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

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

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

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

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

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

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

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

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

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

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

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

Direct-to-Consumer (DTC) is a business model where companies sell products directly to customers, bypassing traditional retail middlemen.

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

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

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

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

A Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

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