Contract Management

A version control system (VCS) tracks changes to files over time, allowing you to recall specific versions and collaborate without conflicts.

Video prospecting is the sales technique of sending personalized videos to potential customers to grab their attention and secure more meetings.

Product-market fit is when a product meets the needs of a strong market, leading to high demand, customer satisfaction, and organic growth.

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

A Data Management Platform (DMP) is a software that collects and organizes audience data from various sources for targeted marketing efforts.

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

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

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

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

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

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

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

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

Learn about ballpark, including estimating with ballpark figures, understanding ballpark estimates in sales, & ballpark estimates vs. precise quotes.

Key Performance Indicators (KPIs) are measurable values that demonstrate how effectively a company is achieving its key business objectives.

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

Return on Investment (ROI) is a key performance metric that measures the profitability of an investment relative to its initial cost.

A sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

Internal signals are data points from your own systems, like website visits or product usage, that indicate a customer's buying intent.

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

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

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

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

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

Zero-based budgeting (ZBB) is a method where all expenses are re-evaluated and must be justified from scratch for each new budget period.

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

A follow-up is a communication sent after an initial interaction to continue the conversation, provide more value, or prompt a response.

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

Net Promoter Score (NPS) is a metric measuring customer loyalty by asking how likely they are to recommend your company or product to others.

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

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

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

Marketing intelligence is gathering and analyzing data about your market, customers, and competitors to inform strategic marketing decisions.

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

Trade shows are events where companies in a specific industry showcase their latest products and services to find new customers and partners.

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

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

Win/Loss Analysis is the process of systematically tracking and analyzing the reasons why you win or lose deals with prospective customers.

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

Marketing attribution is the process of identifying which touchpoints contribute to a conversion and assigning value to each of them.

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

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.

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

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

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business goals.

Market intelligence is the process of collecting and analyzing data about your target market, competitors, and industry to guide business strategy.

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

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

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

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

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

Customer churn rate is the percentage of subscribers or customers who cancel their service with a company during a given time frame.

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

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

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

Territory management is the process of segmenting customers into groups by geography or other factors to optimize sales efforts and resources.

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 Director leads a sales team, develops strategies, and is responsible for meeting a company's revenue targets.

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

CPQ (Configure, Price, Quote) software is a sales tool for creating accurate, configurable quotes for complex products and services.

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

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

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

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

Video messaging involves sending short, personalized video clips to prospects or customers, replacing traditional text-based communication.

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

Affiliate networks are platforms that act as intermediaries between publishers (affiliates) and merchant affiliate programs.

AI marketing uses artificial intelligence to analyze data, automate decisions, and deliver personalized customer experiences at scale.

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

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

Employee advocacy is the promotion of an organization by its staff members, who share positive messages and content through their personal networks.

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

Direct-to-Consumer (DTC) is a business model where companies sell products directly to customers, bypassing traditional retail middlemen.

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

Escalations are the process of moving a customer issue or sales opportunity to a more senior or specialized team member for resolution.

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

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

A Request for Proposal (RFP) is a formal document that outlines a project's needs and invites qualified vendors to submit bids to complete it.

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

An HTTP request is a message sent by a client, like a web browser, to a server to ask for a resource, such as a web page or an image.

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

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

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

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

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

A sales dialer is software that automates outbound calling for sales teams, allowing reps to connect with more prospects in less time.

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

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 sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

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