Cross-Site Scripting

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

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

Conversational intelligence (CI) is AI technology that analyzes customer conversations to find insights that help sales and support teams improve.

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

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

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

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history effectively.

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

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

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

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

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

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

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

ClickFunnels is a popular online tool that lets entrepreneurs easily build sales funnels to guide potential customers through the buying process.

A data pipeline is a set of automated processes that move raw data from various sources to a destination for storage and analysis.

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

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

Video hosting is a service that allows users to upload, store, and share video content online, making it accessible for playback anywhere.

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

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.

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

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

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

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

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

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

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

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

Account-Based Analytics measures engagement and impact across target accounts, not just individual leads, to guide B2B sales and marketing efforts.

Your email deliverability rate is the percentage of sent emails that successfully land in a recipient's inbox, rather than bouncing or going to spam.

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

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

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

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

Amortization is the process of spreading out a loan or the cost of an intangible asset over a specific period for accounting and tax purposes.

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

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

Learn about B2B sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

Multi-touch attribution is a marketing analytics method that credits multiple touchpoints on the customer journey for a conversion.

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.

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

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

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.

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

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

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

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

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

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

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

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

“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.

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

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

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

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

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

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

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

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

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

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

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

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

LPI, or Lead Per Inquiry, is a key metric that measures how many leads are generated from each inquiry in a marketing campaign.

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

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

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

Single Sign-On (SSO) is an authentication method allowing users to access multiple applications with one set of login credentials.

Data mining is the process of discovering patterns, trends, and useful information from large datasets to make better business decisions.

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

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

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

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.

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

Learn about B2B marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

An inside sales rep sells products or services remotely from an office, using digital tools like phone and email to connect with customers.

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

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

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

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

Data-driven marketing uses customer data to inform marketing decisions, optimize campaigns, and deliver personalized experiences to consumers.

Yield management is a dynamic pricing strategy that adjusts prices based on demand to maximize revenue from a fixed, perishable inventory.

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

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

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

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

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

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

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

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

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

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

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

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

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