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

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

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

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

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

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

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

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

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

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

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

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

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

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

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

A landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

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

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

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

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

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.

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

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

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

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

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

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

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

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

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

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

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

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

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

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

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

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

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

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

A Request for Information (RFI) is a formal process for gathering information from potential suppliers before issuing a more detailed proposal.

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

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

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.

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

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

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

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

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

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

Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.

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

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

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

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

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

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

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

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

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

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

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

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.

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

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

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

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

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

A buying signal is any action from a prospect that indicates they are interested in making a purchase, helping sales teams prioritize leads.