Competitive Intelligence (CI)

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

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

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

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

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

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

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

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

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

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.

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

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

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

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

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

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

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

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

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

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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.

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

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

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.

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

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

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

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

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

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

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

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

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

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

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

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

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

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

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

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

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

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

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

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

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

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

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

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

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

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

Lead generation software helps businesses automate finding and capturing potential customers' contact information to build sales pipelines.

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

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

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

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

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

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

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

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

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

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

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

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

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

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

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

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

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

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

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

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

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

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

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

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

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

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

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

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

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

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

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