Competitive Intelligence (CI)

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

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

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

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

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

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

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

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

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.

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

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.

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

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

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

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.

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

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

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

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

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

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

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

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

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

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

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

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

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

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

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

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

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

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

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

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

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

“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.

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

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

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

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

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

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

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

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

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

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

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

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

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

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

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

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

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

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.

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

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

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

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

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

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

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

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

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

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

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

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

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.

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

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

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