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

A sales demonstration is a presentation showing a prospect how a product or service works and how it can solve their specific problems.

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

CCPA compliance is adhering to the California Consumer Privacy Act, a law that grants consumers more control over their personal data.

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

A sales pitch is a persuasive presentation of a product or service, aimed at convincing a potential customer to make a purchase.

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

Return on Investment (ROI) is a key performance metric that measures the profitability of an investment relative to its initial cost.

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

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

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

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

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

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

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

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

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

Pipeline management is the process of tracking and managing potential customers as they move through the different stages of your sales process.

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

Opportunity management is the process of tracking potential sales from first contact to a closed deal, helping teams prioritize and win more.

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

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

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.

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

The Target Buying Stage identifies a prospect's position in the buying journey, from initial awareness to the final decision to purchase.

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

Functional testing verifies that software performs its intended functions as specified in the requirements, ensuring it works as users expect.

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

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

A soft sell is a low-pressure sales tactic that uses subtle persuasion and relationship-building to gently guide customers toward a purchase.

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

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

A spiff is a short-term sales incentive, often a cash bonus, paid directly to a salesperson for selling a specific product or service.

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

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

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

Platform as a Service (PaaS) is a cloud model where a provider delivers a platform for users to develop, run, and manage applications online.

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

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

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

Sales rep training is the process of equipping your sales team with the skills, knowledge, and tools to effectively sell and hit their targets.

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

A Virtual Private Cloud (VPC) is a secure, isolated section of a public cloud. It lets you provision your own logically isolated resources.

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

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

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

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

Learn about business intelligence, including key components of business intelligence, the role of BI in decision making, business intelligence tools and techniques.

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.

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

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.

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

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

Account-Based Marketing (ABM) benchmarks are key metrics used to measure the performance and success of your targeted account strategies.

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

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

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

Sales and marketing analytics involves measuring and analyzing performance data to maximize effectiveness and optimize return on investment (ROI).

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

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

A Request for Proposal (RFP) is a formal document that outlines a project's needs and invites qualified vendors to submit bids to complete it.

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

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

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

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

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

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

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

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

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

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

Responsive design is an approach where a website's layout adapts to the user's screen size, providing an optimal experience on any device.

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

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

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

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

Inside sales metrics are quantifiable measures used to track the performance, activities, and effectiveness of an internal sales team.

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

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

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

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

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

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer throughout their entire relationship with the company.