Customer Buying Signals

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

The marketing funnel is a model illustrating the path potential customers take, from initial awareness to making a purchase.

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

Serviceable Available Market (SAM) is the segment of the total market that your business can realistically serve within its geographical reach.

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

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

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

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

Infrastructure as a Service (IaaS) is a cloud computing service that offers essential compute, storage, and networking resources on-demand.

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

Product-Led Growth (PLG) is a business strategy where the product itself drives user acquisition, conversion, and expansion.

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

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

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

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

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

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

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

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

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

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

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.

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

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

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

Conversion rate is the percentage of visitors who complete a desired goal, like a purchase or sign-up, out of the total number of visitors.

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

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

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

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

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

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

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

Sales engagement is the sum of all interactions between a seller and a prospect, aimed at building a relationship and moving a deal forward.

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

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

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

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

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

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

Serverless computing is a cloud model where the provider manages servers, so developers can focus on code without worrying about infrastructure.

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

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

Sales compensation is the total pay a salesperson receives, including salary, commissions, and bonuses, structured to motivate performance.

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer throughout their entire relationship with the company.

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.

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

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

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

Mobile app analytics involves collecting and analyzing data from mobile apps to understand user behavior and optimize the app's performance.

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

Marketing performance is the process of measuring a campaign's effectiveness against set goals using key metrics like ROI and conversion rates.

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.

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

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

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

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

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

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.

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

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

A sales forecast is a projection of future sales revenue. It's a crucial tool for businesses to make informed decisions and allocate resources.

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

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

A competitive advantage is a unique edge that allows a business to produce goods or services better or more cheaply than its rivals.

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

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

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

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

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

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

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

Marketing analytics involves measuring and analyzing marketing data to understand campaign performance and improve return on investment (ROI).

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

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

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

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

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

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

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.

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

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

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.

The sales pipeline velocity formula is a key metric that measures how quickly deals move through your pipeline and turn into revenue.

A dialer is software that automatically dials phone numbers for agents, boosting call efficiency and connecting them to live prospects faster.

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

A sales enablement platform centralizes content, training, and analytics to help sales teams engage buyers and effectively close deals.

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.