Competitive Intelligence (CI)

A/B testing is a method of comparing two versions of something, like a webpage or email, to determine which one performs better with your audience.

Account-Based Analytics measures engagement and impact across target accounts, not just individual leads, to guide B2B sales and marketing efforts.

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

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

A field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

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

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

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.

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

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.

Performance monitoring involves collecting and analyzing data to track a system's operational health and efficiency, ensuring it meets set standards.

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

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

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.

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

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

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

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

Content curation involves gathering, organizing, and sharing the most relevant online content on a specific topic for a particular audience.

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

Learn about batch processing, including benefits of batch processing, best practices for implementation, & common use cases.

Direct-to-Consumer (DTC) is a business model where companies sell products directly to customers, bypassing traditional retail middlemen.

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

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

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

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

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

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

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

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

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

A hybrid sales model blends traditional and digital sales methods to engage customers across multiple channels and buying preferences.

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history effectively.

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

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

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

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

Your email deliverability rate is the percentage of sent emails that successfully land in a recipient's inbox, rather than bouncing or going to spam.

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

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

Data mining is the process of discovering patterns, trends, and useful information from large datasets to make better business decisions.

LinkedIn InMail messages are a premium feature that lets you directly message any LinkedIn member, even if you're not connected to them.

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

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

Customer churn rate is the percentage of subscribers or customers who cancel their service with a company during a given time frame.

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

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.

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.

Siloed describes the isolation of data, teams, or systems within a company, which blocks collaboration and creates operational bottlenecks.

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

Conversion rate is the percentage of visitors who complete a desired goal, like a purchase or sign-up, out of the total number of visitors.

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

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

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

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

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

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

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

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

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

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

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

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

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

Referral marketing is a strategy that incentivizes existing customers to recommend a company's products or services to their personal network.

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.

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

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

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

Loyalty programs are marketing strategies designed to reward repeat customers. They offer incentives like discounts or exclusive access to encourage retention.

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

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

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

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

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

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

Employee advocacy is the promotion of an organization by its staff members, who share positive messages and content through their personal networks.

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

Loss aversion is our tendency to feel the sting of a loss more acutely than the pleasure of an equivalent gain.

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

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

Analytical CRM analyzes customer data to uncover actionable insights, helping businesses make smarter decisions and improve customer interactions.

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

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

MOFU, or Middle of the Funnel, is the crucial evaluation stage in the buyer's journey where leads compare solutions to their known problem.

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

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

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

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

A weighted pipeline forecasts sales revenue by assigning a closing probability to each deal based on its stage in the sales funnel.

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

Overcoming objections is the process of addressing and resolving a prospect's concerns or hesitations to move a sale forward.

Sales forecast accuracy is a key metric that compares your predicted sales revenue against the actual sales revenue you ultimately achieve.

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.