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

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

XML (Extensible Markup Language) is a markup language for encoding documents in a format that is both human-readable and machine-readable.

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

A drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

Lead enrichment software adds crucial data to your leads, like contact info and firmographics, to help you better understand and engage them.

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

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

Voice search optimization is the process of optimizing your content, SEO, and online listings to appear in and rank for voice-based searches.

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

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

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

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

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

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

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.

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

A lead magnet is a free incentive offered to potential customers in exchange for their contact details, like an email, to generate sales leads.

A weighted sales pipeline forecasts revenue by assigning a closing probability to each deal, giving a more accurate picture of potential income.

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

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

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

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

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

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

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

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

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

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

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

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

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

A marketing budget breakdown is a detailed plan that allocates your total marketing funds across various channels, campaigns, and activities.

Sales forecast accuracy is a key metric that compares your predicted sales revenue against the actual sales revenue you ultimately achieve.

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

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

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

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

Performance monitoring involves collecting and analyzing data to track a system's operational health and efficiency, ensuring it meets set standards.

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.

A tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

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

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

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

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

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

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

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

Sales productivity is the measure of a sales team's efficiency, focusing on maximizing revenue generation while minimizing the resources spent.

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

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

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

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

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

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

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

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

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

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

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

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

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

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

Subscription models are a business strategy where customers pay a recurring fee at regular intervals for access to a product or service.

A sales cycle is the series of steps a company takes to close a new customer. It starts with prospecting and ends with a signed deal.

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.

Sales prospecting is the process of identifying potential customers, or prospects, and initiating contact to convert them into paying customers.

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

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.

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

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.

Inbound lead generation is the process of attracting potential customers to your business with valuable content and tailored experiences.

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

Think of a trademark as a brand's unique signature—a word, symbol, or phrase that legally protects its identity and sets it apart from the rest.

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

Price optimization is the process of finding the ideal price for a product or service to maximize profitability or other business objectives.

Digital contracts are legally binding agreements created, signed, and stored electronically, offering a faster, more secure alternative to paper.

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

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.

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

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

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

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

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

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

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

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

Pipeline management is the process of tracking and managing potential customers as they move through the different stages of your sales process.

A trusted advisor is an expert who builds a deep client relationship by consistently prioritizing their best interests over any single transaction.

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

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

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

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