Competitive Intelligence (CI)

Predictive analytics uses historical data, statistical algorithms, and machine learning to identify the likelihood of future outcomes.

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

Learn about business continuity, including understanding key components, steps to ensure continuity, common challenges, & best practices.

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

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

Sales territory management is the process of grouping accounts into territories and assigning them to reps to maximize sales and market coverage.

Solution selling is a sales approach focused on understanding a customer's pain points to offer a comprehensive solution, not just a product.

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

Sales training is the process of honing a salesperson's skills and knowledge to enhance their effectiveness and drive sales success.

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

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

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

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

Learn about B2B sales channels, including types of B2B sales channels, strategies for effective channel selection, & integrating technology in B2B sales.

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

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

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

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

Ransomware is a type of malicious software that encrypts a victim's files, holding them hostage until a ransom is paid for the decryption key.

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

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

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

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

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

A soft sell is a low-pressure sales tactic that uses subtle persuasion and relationship-building to gently guide customers toward a purchase.

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

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

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.

Learn about B2B2C, including benefits of B2B2C model, key strategies for B2B2C success, & B2B2C vs. B2C vs. B2B: understanding the differences.

Sales engagement is the sum of all interactions between a seller and a prospect, aimed at building a relationship and moving a deal forward.

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

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

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 Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

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

Sales and marketing analytics involves measuring and analyzing performance data to maximize effectiveness and optimize return on investment (ROI).

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

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

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.

Signaling is using credible actions to convey information about quality or intent to a less-informed party, effectively building trust.

Inbound lead generation is the process of attracting potential customers to your business with valuable content and tailored experiences.

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

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

Marketing metrics are quantifiable values that marketing teams use to measure and track the performance of their campaigns and efforts.

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

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

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

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

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.

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

A nurture campaign is a series of automated messages designed to build relationships with potential customers and guide them toward a purchase.

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

Trade shows are events where companies in a specific industry showcase their latest products and services to find new customers and partners.

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

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

Conversational intelligence (CI) is AI technology that analyzes customer conversations to find insights that help sales and support teams improve.

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

A sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

Think of a trademark as a brand's unique signature—a word, symbol, or phrase that legally protects its identity and sets it apart from the rest.

A sales process is a structured set of steps that a sales team follows to move a prospect from an initial lead to a closed customer.

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

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

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

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

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

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

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

MEDDICC is a sales qualification framework for complex B2B deals. It helps reps identify and validate key aspects of an opportunity to close more effectively.

Key Performance Indicators (KPIs) are measurable values that demonstrate how effectively a company is achieving its key business objectives.

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

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

Audience targeting is the process of segmenting consumers into specific groups to deliver more personalized and relevant marketing messages.

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

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

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

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

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

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

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.

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

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

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

Video email involves embedding a short video directly into an email. This lets recipients watch your message without leaving their inbox.

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

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

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

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

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

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

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.