Content Curation

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.

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

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

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

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

The Jobs to Be Done (JTBD) framework focuses on understanding customer needs by identifying the specific 'job' they are trying to accomplish.

Website visitor tracking collects and analyzes data on user behavior to understand their journey and improve the overall user experience.

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

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

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

Customer Retention Rate (CRR) is the metric that measures the percentage of customers a company has kept over a specific period of time.

Kubernetes is an open-source system for automating the deployment, scaling, and management of containerized applications.

Demand forecasting is the process of predicting future customer demand for a product or service based on historical data and market trends.

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

Mobile app analytics involves collecting and analyzing data from mobile apps to understand user behavior and optimize the app's performance.

Sales pipeline management is the process of organizing, tracking, and managing potential deals through every stage of your sales funnel.

Serviceable Obtainable Market (SOM) is the portion of the market you can realistically capture with your current resources, sales, and marketing.

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

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

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

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.

Upselling is a sales tactic encouraging customers to purchase a higher-end version of a product or related add-ons to boost revenue.

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

Corporate identity is the visual and verbal persona of a company, encompassing its logo, color palette, communication style, and core values.

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.

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

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

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

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

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

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

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

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

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

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

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

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

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

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.

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

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

Sales velocity is a key metric measuring the speed at which your company makes money. It shows how fast deals move through your sales pipeline.

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

Serviceable Available Market (SAM) is the segment of the total market that your business can realistically serve within its geographical reach.

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

Sales conversion rate is the percentage of prospects who take a desired action, like making a purchase, turning them into customers.

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

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

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

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

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

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

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

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

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

Sales prospecting techniques are methods used by sales teams to identify, contact, and qualify potential customers, also known as prospects.

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

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

Virtual selling is the process of selling to customers remotely using technology like video calls, rather than meeting them in person.

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

The decision stage is where a well-researched buyer chooses a vendor. They compare specific products and pricing before making their final purchase.

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

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

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

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

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

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

A payment gateway is a service that authorizes and processes payments for businesses, acting as a secure link between the customer and the merchant.

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

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

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.

A competitive advantage is a unique edge that allows a business to produce goods or services better or more cheaply than its rivals.

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

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

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

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

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

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.

Data privacy is an individual's right to control their personal information, including how it's collected, processed, stored, and shared.

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

The consideration buying stage is where potential customers have defined their problem and are now actively researching and evaluating solutions.

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

An on-premise CRM is a system hosted on a company's own servers, offering complete control over data, security, and system maintenance.

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

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

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

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

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.

Text message marketing is a strategy where businesses send promotional messages, offers, and updates to customers via SMS or MMS.

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

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

Learn about B2B demand generation strategy, including key elements of demand generation, & crafting your demand generation plan.

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

A Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

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

Predictive analytics uses historical data, statistical algorithms, and machine learning to identify the likelihood of future outcomes.

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

Learn about B2B marketing KPIs, including identifying key B2B marketing KPIs, setting achievable KPI targets, B2B vs B2C marketing KPIs: understanding the differences.

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