Consumer Relationship Management

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

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

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.

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

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

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

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.

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

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

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

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.

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

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

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

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

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

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

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

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

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

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

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

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

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

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

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

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

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

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.

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

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

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

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

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

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

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

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

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

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

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

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

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

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

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

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

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

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

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.

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

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

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

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

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

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

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

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

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

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

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

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.

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

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

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

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

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

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

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

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

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

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.

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

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

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

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

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

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

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

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

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

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

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

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

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

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

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

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

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

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

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.

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

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

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