Consultative Selling

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

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

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

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

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.

“Always Be Closing” (ABC) is a sales mantra meaning every action a salesperson takes should be with the ultimate goal of closing the sale.

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

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

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

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

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

A touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

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

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

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.

A triggered email is an automated message sent to a user in response to a specific action or event, like signing up or making a purchase.

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

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

Inbound sales attracts interested prospects who've engaged with your brand, letting sales reps connect with warm leads instead of cold outreach.

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

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

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

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

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

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 Unique Value Proposition (UVP) is a concise statement that clearly communicates the unique benefit a customer gets from your product or service.

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

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

Learn about B2B sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

Day Sales Outstanding (DSO) is a financial ratio that shows the average number of days it takes for a company to receive payment for a sale.

The Target Buying Stage identifies a prospect's position in the buying journey, from initial awareness to the final decision to purchase.

A Statement of Work (SoW) is a document that outlines a project's scope, deliverables, and timeline. It acts as a contract between parties.

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

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

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

Functional testing verifies that software performs its intended functions as specified in the requirements, ensuring it works as users expect.

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

Learn about B2B demand generation, including strategies for effective B2B demand generation, & key components of a demand generation program.

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

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

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

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 browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

CPM, or Cost Per Mille, is a key advertising metric. It's the cost an advertiser pays for one thousand views or impressions of a single ad.

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

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

Geo-fencing creates a virtual boundary around a real-world location. It triggers actions on a device when it enters or exits this area.

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

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

Inventory management is the process of ordering, storing, and using a company's inventory, from raw materials to finished goods.

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.

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

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

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

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

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

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

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

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

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

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

Trigger marketing uses customer actions or events to automatically send highly relevant, personalized messages at the perfect moment.

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

Dynamic data is information that updates in real-time. Unlike static data, it reflects the most current state of information automatically.

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

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

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

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

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

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

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

Sales pipeline reporting is the process of analyzing sales data to track progress, identify bottlenecks, and forecast future revenue.

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

API security is the practice of protecting application programming interfaces from attacks, preventing data breaches and unauthorized access.

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

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

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

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

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

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

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

Learn about brand awareness, including understanding its importance, building an effective strategy, key metrics to track, & examples in the real world.

Outbound leads are potential customers a business proactively contacts through outreach like cold calls, emails, or social media.

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

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

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

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

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

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

Time on site, or session duration, is a key web metric that tracks the total time a visitor spends on your website during a single visit.

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.