Customer Buying Signals

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

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

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

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

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

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

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.

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

Loyalty programs are marketing strategies designed to reward repeat customers. They offer incentives like discounts or exclusive access to encourage retention.

An on-premise CRM is a system hosted on a company's own servers, offering complete control over data, security, and system maintenance.

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

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.

Demographic segmentation divides a market into groups based on traits like age, gender, and income, allowing for more targeted marketing efforts.

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.

Sales prospecting techniques are methods used by sales teams to identify, contact, and qualify potential customers, also known as prospects.

Rapport building is the process of establishing a connection and mutual understanding with someone, creating a foundation of trust and affinity.

Sales territory management is the process of grouping accounts into territories and assigning them to reps to maximize sales and market coverage.

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

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.

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

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

A Data Management Platform (DMP) is a tech platform used to collect and manage data, mainly for digital marketing and advertising campaigns.

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

Touches are the individual interactions you have with a prospect throughout the sales process, from emails and calls to social media messages.

Inventory management is the process of ordering, storing, and using a company's inventory, from raw materials to finished goods.

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

Prospecting is the process of identifying potential customers, or prospects, to build a sales pipeline and generate new business opportunities.

Sender Policy Framework (SPF) is an email authentication method that lets you specify which mail servers can send emails on behalf of your domain.

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

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

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.

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

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

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.

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

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

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

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

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.

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

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

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

A Virtual Private Cloud (VPC) is a secure, isolated section of a public cloud. It lets you provision your own logically isolated resources.

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.

Content curation involves gathering, organizing, and sharing the most relevant online content on a specific topic for a particular audience.

Robotic Process Automation (RPA) uses software bots to mimic human actions and automate repetitive, rules-based tasks on digital systems.

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

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

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

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

Agile methodology is an iterative approach to project management and software development, focusing on delivering value in small, incremental steps.

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

Pay-per-click (PPC) is an ad model where you pay a fee each time your ad is clicked. It's a method of buying targeted visits to your website.

A competitive landscape is an analysis of your direct and indirect competitors, revealing their strengths, weaknesses, and market positioning.

A lead generation funnel is a systematic process that guides potential customers from initial awareness of your brand to becoming qualified leads.

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

A Digital Sales Room is a private online space where sellers share all relevant content with buyers to streamline the sales cycle.

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

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

A sales lead is a potential customer—an individual or organization that has shown interest in your company's products or services.

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

Tokenization is the process of breaking down text into smaller units called tokens, such as words or characters, for AI to process.

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

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

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

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

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

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

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

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

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

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

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

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

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

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

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

Customer experience (CX) is a customer's total perception of your business, based on every interaction across the entire customer lifecycle.

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

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

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

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

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

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

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

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.

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

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

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

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

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

Deal closing is the final step in a sales cycle. It's when a prospect signs a contract and officially converts into a paying customer.

“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.

Sales development is the process of identifying and qualifying potential customers to create a pipeline of sales-ready leads for closers.

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

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

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.