Customer Data Management (CDM)

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

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

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

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

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

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

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

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.

Return on Marketing Investment (ROMI) measures the revenue generated by a marketing campaign relative to the cost of that campaign.

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

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

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

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

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

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

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

A triggered email is an automated message sent to a user in response to a specific action or event, like signing up or making a purchase.

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

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

Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.

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

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

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

A sales process is a structured set of steps that a sales team follows to move a prospect from an initial lead to a closed customer.

Website visitor tracking collects and analyzes data on user behavior to understand their journey and improve the overall user experience.

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

A hybrid sales model blends traditional and digital sales methods to engage customers across multiple channels and buying preferences.

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

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

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

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.

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

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

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

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

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

XML (Extensible Markup Language) is a markup language for encoding documents in a format that is both human-readable and machine-readable.

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

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

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

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

A buying signal is any action from a prospect that indicates they are interested in making a purchase, helping sales teams prioritize leads.

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

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

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

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

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

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

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

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

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

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

Outside sales reps sell products/services in person, traveling to meet clients and close deals face-to-face, outside of a traditional office.

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

Sales velocity is a key metric measuring the speed at which your company makes money. It shows how fast deals move through your sales pipeline.

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

Text message marketing is a strategy where businesses send promotional messages, offers, and updates to customers via SMS or MMS.

Cybersecurity is the practice of protecting computer systems, networks, and data from digital attacks, theft, and unauthorized access.

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

Learn about batch processing, including benefits of batch processing, best practices for implementation, & common use cases.

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

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

Phishing attacks are fraudulent attempts to trick you into revealing sensitive data like passwords or financial info by posing as a trusted source.

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.

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

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.

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

A stakeholder is any individual, group, or party that has an interest in an organization and the outcomes of its actions.

Learn about ballpark, including estimating with ballpark figures, understanding ballpark estimates in sales, & ballpark estimates vs. precise quotes.

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

Google Analytics is a web analytics service that tracks and reports website traffic, offering insights into user behavior and marketing effectiveness.

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

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.

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

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.

High availability (HA) describes a system's capacity to function continuously with minimal downtime, ensuring consistent operational performance.

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

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

A vertical market is a niche where businesses cater to a specific industry or group of customers with specialized needs, not the mass market.

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

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

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

Sales pipeline velocity is a metric that measures how quickly deals move through your sales funnel to generate revenue for your business.

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

Lead generation software helps businesses automate finding and capturing potential customers' contact information to build sales pipelines.

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

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

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

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.

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

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