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Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

Learn about brand awareness, including understanding its importance, building an effective strategy, key metrics to track, & examples in the real world.

Inventory management is the process of ordering, storing, and using a company's inventory, from raw materials to finished goods.

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

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

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.

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

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

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

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

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

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

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

Learn about browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

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

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

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

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

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

A/B testing is a method of comparing two versions of something, like a webpage or email, to determine which one performs better with your audience.

LPI, or Lead Per Inquiry, is a key metric that measures how many leads are generated from each inquiry in a marketing campaign.

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

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

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

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

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

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

The buying cycle is the journey a customer takes from first realizing they have a need to making the final purchase decision.

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

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

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

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

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

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

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

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

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

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

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

Sales funnel metrics are key data points that track how effectively you're moving potential customers from awareness to a final purchase.

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history effectively.

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

Outside sales reps sell products/services in person, traveling to meet clients and close deals face-to-face, outside of a traditional office.

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

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

Yield management is a dynamic pricing strategy that adjusts prices based on demand to maximize revenue from a fixed, perishable inventory.

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

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

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

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

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

Learn about B2B marketing KPIs, including identifying key B2B marketing KPIs, setting achievable KPI targets, B2B vs B2C marketing KPIs: understanding the differences.

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

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

Loss aversion is our tendency to feel the sting of a loss more acutely than the pleasure of an equivalent gain.

Video messaging involves sending short, personalized video clips to prospects or customers, replacing traditional text-based communication.

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

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

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

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.

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

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

Inbound sales attracts interested prospects who've engaged with your brand, letting sales reps connect with warm leads instead of cold outreach.

CPM, or Cost Per Mille, is a key advertising metric. It's the cost an advertiser pays for one thousand views or impressions of a single ad.

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

Demographic segmentation divides a market into groups based on traits like age, gender, and income, allowing for more targeted marketing efforts.

Demand forecasting is the process of predicting future customer demand for a product or service based on historical data and market trends.

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

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

A competitive landscape is an analysis of your direct and indirect competitors, revealing their strengths, weaknesses, and market positioning.

The Jobs to Be Done (JTBD) framework focuses on understanding customer needs by identifying the specific 'job' they are trying to accomplish.

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

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

Agile methodology is an iterative approach to project management and software development, focusing on delivering value in small, incremental steps.

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

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

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

Subscription models are a business strategy where customers pay a recurring fee at regular intervals for access to a product or service.

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

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

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

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

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

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

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

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.

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

Analytical CRM analyzes customer data to uncover actionable insights, helping businesses make smarter decisions and improve customer interactions.

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

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

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

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

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.