Competitive Landscape

Learn about touchpoints, including maximizing touchpoint efficacy, types of sales touchpoints, & optimizing customer journey through touchpoints.

Infrastructure as a Service (IaaS) is a cloud computing service that offers essential compute, storage, and networking resources on-demand.

Learn about B2B marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

Digital contracts are legally binding agreements created, signed, and stored electronically, offering a faster, more secure alternative to paper.

Learn about warm outreach, including strategies for effective warm outreach, key benefits of warm outreach, & warm outreach vs. cold outreach.

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

Average Order Value (AOV) tracks the average dollar amount spent each time a customer places an order on your website or mobile app.

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

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

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

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

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

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

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

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

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

Average Customer Life is the average time someone remains a customer. It's a key metric for predicting revenue and measuring customer loyalty.

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

Learn about text message marketing, including its definition, key benefits, strategies, best practices, compliance tips, and examples of successful campaigns.

Learn about SAM, including serviceable available market explained, SAM and market segmentation, & importance of SAM in business planning.

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

Learn about sales pipeline velocity formula, including calculating your sales pipeline velocity, & key components of pipeline velocity.

Learn about small to medium-sized business, including characteristics of SMEs, scaling strategies for SMEs, challenges facing SMEs, & SMEs in the global market.

The Challenger Sales Model is a sales approach where reps challenge a customer's thinking by teaching, tailoring, and taking control of the sale.

Learn about serviceable available market, including calculating your serviceable available market, & key factors influencing serviceable available market.

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

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

Learn about value chain, including key elements of value chain, building an efficient value chain, & value chain vs. supply chain.

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

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

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

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

Learn about sales engineer, including roles and responsibilities of a sales engineer, & becoming a successful sales engineer.

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

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

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

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

Learn about trade shows, including maximizing your trade show impact, & trade show vs. virtual expos: understanding the difference.

Learn about sender policy framework, including understanding SPF records, implementing SPF for email security, SPF vs. DKIM and DMARC, & benefits of using SPF.

CPQ (Configure, Price, Quote) software is a sales tool for creating accurate, configurable quotes for complex products and services.

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

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

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

Learn about sales intelligence, including key benefits of sales intelligence, harnessing data for sales success, & sales intelligence tools comparison.

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

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

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

Learn about sentiment analysis, including how sentiment analysis works, benefits of sentiment analysis, common uses in sales, & implementing sentiment analysis.

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

An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.

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

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

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

A Sales Director leads a sales team, develops strategies, and is responsible for meeting a company's revenue targets.

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

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

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

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

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

Product-market fit is when a product meets the needs of a strong market, leading to high demand, customer satisfaction, and organic growth.

Learn about sales operations management, including key responsibilities in sales operations management, & building an effective sales operations team.

Learn about virtual selling, including advantages of virtual selling, key strategies for successful virtual selling, & virtual selling vs. traditional selling.

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

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

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

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

Learn about sandboxes, including understanding sandbox environments, creating effective sandboxes, benefits of using sandboxes, & sandbox best practices.

Inside sales metrics are quantifiable measures used to track the performance, activities, and effectiveness of an internal sales team.

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.

Learn about spiff, including implementing spiff programs effectively, spiff programs vs. standard commissions, & key components of successful spiffs.

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

Learn about business intelligence, including key components of business intelligence, the role of BI in decision making, business intelligence tools and techniques.

Guided selling simplifies complex sales by giving reps step-by-step instructions and data-driven recommendations to close deals faster.

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

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

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

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

Learn about sales metrics, including key types of sales metrics, essential components of sales metrics, & analyzing sales metrics effectively.

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

Learn about use case, including crafting a compelling use case, essential components of a use case, & comparing use cases and case studies.

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

Learn about warm calling, including strategies for effective warm calling, benefits of warm calling in sales, & warm calling vs. cold calling: an overview.

Learn about salesforce administrator, including the role of a salesforce administrator, & key responsibilities of salesforce administrators.

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

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

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

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

Learn about sales engagement, including strategies for effective sales engagement, key principles of sales engagement, & sales engagement vs. sales enablement.

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

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

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

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

Learn about single sign on, including benefits of single sign-on, implementation steps for single sign-on, & comparing SSO with traditional login systems.

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

CRM analytics is the process of analyzing data from your CRM to uncover insights that help you better understand and serve your customers.