Customer Relationship Management Systems

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

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

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

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

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

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

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

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

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

“No Spam” is a commitment to sending only relevant, solicited messages. It means avoiding bulk, unwanted emails to respect the recipient's inbox.

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

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

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

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

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

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

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

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

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

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

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

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

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

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

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

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

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

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

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

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

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

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

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

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

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

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

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

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

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

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

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

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

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

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

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

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

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.

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

Learn about business continuity, including understanding key components, steps to ensure continuity, common challenges, & best practices.

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

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

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

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

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

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

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.

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

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.

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

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

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

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

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

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

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.

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

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

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

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

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

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

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

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

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

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

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

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

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

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

“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.

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.

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

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

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

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

A landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

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

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

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