Consumer

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

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

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

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.

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

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

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

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

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

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

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

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

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

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.

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

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

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

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

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

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

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

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

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

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

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

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

“No Spam” is a commitment to sending only relevant, solicited messages. It means avoiding bulk, unwanted emails to respect the recipient's inbox.

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

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

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

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

The awareness stage is the first step in the buyer's journey, where a potential customer realizes they have a problem or an opportunity to explore.

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.

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

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

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

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

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

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

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

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

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.

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

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

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

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

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

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

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

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

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

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

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

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

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

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

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

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

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.

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

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

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

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

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

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

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

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

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

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

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

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

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

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

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

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

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

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

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

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

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

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

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

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

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

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

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

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

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