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Accessibility testing is a software testing method that verifies an application is usable by people with disabilities, like vision or hearing loss.

Customer Retention Rate (CRR) is the metric that measures the percentage of customers a company has kept over a specific period of time.

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

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

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

A competitive advantage is a unique edge that allows a business to produce goods or services better or more cheaply than its rivals.

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

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

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

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

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

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

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

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.

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

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

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

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

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

Sales territory management is the process of grouping accounts into territories and assigning them to reps to maximize sales and market coverage.

Sales prospecting techniques are methods used by sales teams to identify, contact, and qualify potential customers, also known as prospects.

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

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

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

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

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

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

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

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

Fault tolerance is a system's ability to continue operating without interruption when one or more of its components fail.

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

CRM analytics is the process of analyzing data from your CRM to uncover insights that help you better understand and serve your customers.

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

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

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

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

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.

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

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

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

A drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

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

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

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

A field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

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

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

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

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

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

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

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

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

Learn about business intelligence in marketing, including the role of data in marketing BI, key components of marketing BI, & marketing BI vs. market research.

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

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

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

Serverless computing is a cloud model where the provider manages servers, so developers can focus on code without worrying about infrastructure.

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

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.

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

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

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

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

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

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

A positioning statement is a concise description of your target market and how your product or service uniquely fills their needs.

Average Customer Life is the average time someone remains a customer. It's a key metric for predicting revenue and measuring customer loyalty.

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

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

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

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

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.

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

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

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

Affiliate networks are platforms that act as intermediaries between publishers (affiliates) and merchant affiliate programs.

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

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

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

The sales pipeline velocity formula is a key metric that measures how quickly deals move through your pipeline and turn into revenue.

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

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

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

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

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

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

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

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

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

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.

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

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.

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.

Learn about B2B2C, including benefits of B2B2C model, key strategies for B2B2C success, & B2B2C vs. B2C vs. B2B: understanding the differences.