Cold Calling

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

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

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

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

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

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

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

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

Prospecting is the process of identifying potential customers, or prospects, to build a sales pipeline and generate new business opportunities.

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

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

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

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

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

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

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

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

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

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

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

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

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

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

A sales forecast is a projection of future sales revenue. It's a crucial tool for businesses to make informed decisions and allocate resources.

An inside sales rep sells products or services remotely from an office, using digital tools like phone and email to connect with customers.

Compliance testing ensures a product or system adheres to specific regulations, standards, or policies set by governing bodies or organizations.

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

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

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

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

An on-premise CRM is a system hosted on a company's own servers, offering complete control over data, security, and system maintenance.

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

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

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

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

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

Serviceable Available Market (SAM) is the segment of the total market that your business can realistically serve within its geographical reach.

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.

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

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

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

Click-through rate (CTR) is a metric that measures the percentage of people who click on a specific link, ad, or call-to-action.

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

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

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

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

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

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

Sales compensation is the total pay a salesperson receives, including salary, commissions, and bonuses, structured to motivate performance.

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

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

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

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

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

An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.

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

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

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

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

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

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

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.

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

The buyer's journey maps the path a potential customer takes, from first becoming aware of a problem to making a final purchase decision.

An HTTP request is a message sent by a client, like a web browser, to a server to ask for a resource, such as a web page or an image.

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

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

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

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

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

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

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

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

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

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

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

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

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

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

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

Sales performance metrics are key data points that measure a sales team's effectiveness in achieving its goals and driving revenue.

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

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

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.

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

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

Multi-touch attribution is a marketing analytics method that credits multiple touchpoints on the customer journey for a conversion.

A Unique Value Proposition (UVP) is a concise statement that clearly communicates the unique benefit a customer gets from your product or service.

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