Customer Centricity

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

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

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

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

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.

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

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

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.

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

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.

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

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

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

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

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

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

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

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.

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

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

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

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

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

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

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

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

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

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.

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

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

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

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

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.

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

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

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

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

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

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

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.

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

“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.

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

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

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

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

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

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

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

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

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

An account is a company or organization that you're targeting for sales. It can be a prospective, current, or even a past customer.

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

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

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.

Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

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

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

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

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.

Sales Engineers blend deep technical knowledge with sales acumen, demonstrating a product's value and solving customer problems to drive revenue.

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

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

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

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

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

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

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

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

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

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

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

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

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

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

Cold emailing is sending unsolicited emails to potential customers you haven't contacted before, aiming to start a business conversation.

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

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

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

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

Sales and marketing analytics involves measuring and analyzing performance data to maximize effectiveness and optimize return on investment (ROI).

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