Customer Experience

Ransomware is a type of malicious software that encrypts a victim's files, holding them hostage until a ransom is paid for the decryption key.

Mobile optimization adapts your website to ensure visitors on smartphones and tablets have a seamless, user-friendly experience.

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

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

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

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

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

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

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

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

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

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

Marketing intelligence is gathering and analyzing data about your market, customers, and competitors to inform strategic marketing decisions.

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

A sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

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.

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

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

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

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

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

Serviceable Obtainable Market (SOM) is the portion of the market you can realistically capture with your current resources, sales, and marketing.

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

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

Account-Based Marketing (ABM) benchmarks are key metrics used to measure the performance and success of your targeted account strategies.

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

“Always Be Closing” (ABC) is a sales mantra meaning every action a salesperson takes should be with the ultimate goal of closing the sale.

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

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

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

Incident response is an organization's systematic approach to managing and mitigating the aftermath of a security breach or cyberattack.

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

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

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

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

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

Sales performance metrics are key data points that measure a sales team's effectiveness in achieving its goals and driving revenue.

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

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

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

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

Zero-based budgeting (ZBB) is a method where all expenses are re-evaluated and must be justified from scratch for each new budget period.

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

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

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

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

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

CPM, or Cost Per Mille, is a key advertising metric. It's the cost an advertiser pays for one thousand views or impressions of a single ad.

The customer lifecycle is the journey a person takes from first becoming aware of your brand to becoming a loyal, repeat customer.

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

Churn, also known as customer attrition, is the rate at which customers stop doing business with a company over a given period.

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

Data-driven lead generation is the process of using data insights to identify, attract, and convert high-quality leads into customers.

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.

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

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

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

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

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

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

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

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

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

Net Promoter Score (NPS) is a metric measuring customer loyalty by asking how likely they are to recommend your company or product to others.

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.

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

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

Upselling is a sales tactic encouraging customers to purchase a higher-end version of a product or related add-ons to boost revenue.

A Sales Qualified Lead (SQL) is a prospect vetted by marketing and sales, deemed ready for a direct sales pitch after showing intent to buy.

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

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

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

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

Direct-to-Consumer (DTC) is a business model where companies sell products directly to customers, bypassing traditional retail middlemen.

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

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

Sales funnel metrics are key data points that track how effectively you're moving potential customers from awareness to a final purchase.

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.

Target Account Selling is a focused sales strategy where teams identify and pursue a specific list of high-value accounts.

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

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

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

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

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

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

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

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

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

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

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

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

A Request for Proposal (RFP) is a formal document that outlines a project's needs and invites qualified vendors to submit bids to complete it.

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

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.

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.