Cohort Analysis

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

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

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

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

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

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

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

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

A lead generation funnel is a systematic process that guides potential customers from initial awareness of your brand to becoming qualified leads.

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

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.

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

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

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

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.

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

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

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

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

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

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

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

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

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

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

Objection handling is the process of responding to a prospect's concerns or hesitations about a product or service to move a deal forward.

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

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

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

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

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

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

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.

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

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

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.

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

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

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

The awareness stage is the first step in the buyer's journey, where a potential customer realizes they have a problem or an opportunity to explore.

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

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

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

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

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

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

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

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

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

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

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

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

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

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

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

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 scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

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

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

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

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

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

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

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

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

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

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

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

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

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

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.

Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.

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

“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.

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

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

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.

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

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

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

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

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

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

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

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

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

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

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

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

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

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

Trigger marketing uses customer actions or events to automatically send highly relevant, personalized messages at the perfect moment.

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

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

Objection handling in sales is the process of responding to a prospect's concerns about a product or service to move the deal forward.

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

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