Content Management System

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

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

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

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

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

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

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

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

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

“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.

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

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

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

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

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

"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.

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

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

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

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

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional 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.

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

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

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

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

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

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

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

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

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

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

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

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

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

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

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

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

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

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

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

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

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

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

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

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

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

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

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

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

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

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

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

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

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

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

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

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

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

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

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

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

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

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.

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

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

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

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

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 canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

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

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

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

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

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

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

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

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

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

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

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

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.

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

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

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

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

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

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

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

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