Customer Relationship Management Systems

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

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

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

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

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

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

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

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

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

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

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

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

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

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

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

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.

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.

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

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

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.

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

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

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

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

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

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

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

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

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

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

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

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

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

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

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

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

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

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

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

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

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

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

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

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

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

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

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.

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

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

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

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

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

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

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

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

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

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

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

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

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

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

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

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

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

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

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.

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

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

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

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

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

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

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

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

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

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

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

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

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

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

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

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

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

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

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.

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

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

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.