Cross-Selling

CRM analytics is the process of analyzing data from your CRM to uncover insights that help you better understand and serve your customers.

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

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

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

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

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

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

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

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

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

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

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

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

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

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.

Persona-based marketing uses fictional customer profiles, or personas, to create targeted messaging for specific audience segments.

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

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

Data hygiene is the practice of ensuring your customer data is clean, accurate, and up-to-date by removing duplicates and correcting errors.

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

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

Compliance testing ensures a product or system adheres to specific regulations, standards, or policies set by governing bodies or organizations.

A nurture campaign is a series of automated messages designed to build relationships with potential customers and guide them toward a purchase.

Learn about business to customer, including maximizing B2C sales strategies, B2C vs. B2B: unveiling differences, & core principles of B2C success.

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

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

Net 30 is a common payment term where a client has 30 calendar days from the invoice date to pay for goods or services in full.

A Request for Information (RFI) is a formal process for gathering information from potential suppliers before issuing a more detailed proposal.

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

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

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

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

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

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

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

Referral marketing is a strategy that incentivizes existing customers to recommend a company's products or services to their personal network.

Dynamic data is information that updates in real-time. Unlike static data, it reflects the most current state of information automatically.

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

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

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

API security is the practice of protecting application programming interfaces from attacks, preventing data breaches and unauthorized access.

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

A touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

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

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

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

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

The Challenger Sales Model is a sales approach where reps challenge a customer's thinking by teaching, tailoring, and taking control of the sale.

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

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

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

Stress testing is a type of software testing that determines a system's robustness by pushing it beyond its normal operational capacity.

A sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

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

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

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

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

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

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

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

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

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

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

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

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

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

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

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

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.

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

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

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

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.

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

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

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

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

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

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

A field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

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

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

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

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

A spiff is a short-term sales incentive, often a cash bonus, paid directly to a salesperson for selling a specific product or service.

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

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

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

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