Customer Segmentation

Learn about business process management, including benefits of implementing BPM, steps to effective BPM, common BPM mistakes to avoid, & BPM tools and software.

Loyalty programs are marketing strategies designed to reward repeat customers. They offer incentives like discounts or exclusive access to encourage retention.

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

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

Dark social is the sharing of content through private channels like messaging apps or email. This traffic is hard to track as it lacks referral data.

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.

A competitive landscape is an analysis of your direct and indirect competitors, revealing their strengths, weaknesses, and market positioning.

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

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

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

The buying cycle is the journey a customer takes from first realizing they have a need to making the final purchase decision.

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.

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

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

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

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

Data hygiene is the practice of ensuring your customer data is clean, accurate, and up-to-date by removing duplicates and correcting errors.

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

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

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

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

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

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

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

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

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

A competitive advantage is a unique edge that allows a business to produce goods or services better or more cheaply than its rivals.

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

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

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

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

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

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

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

Digital contracts are legally binding agreements created, signed, and stored electronically, offering a faster, more secure alternative to paper.

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.

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

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

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

A weighted sales pipeline forecasts revenue by assigning a closing probability to each deal, giving a more accurate picture of potential income.

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

Agile methodology is an iterative approach to project management and software development, focusing on delivering value in small, incremental steps.

Internal signals are data points from your own systems, like website visits or product usage, that indicate a customer's buying intent.

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

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

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

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

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

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

The consideration buying stage is where potential customers have defined their problem and are now actively researching and evaluating solutions.

Loss aversion is our tendency to feel the sting of a loss more acutely than the pleasure of an equivalent gain.

Sales Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.

Virtual selling is the process of selling to customers remotely using technology like video calls, rather than meeting them in person.

A hard sell is an aggressive sales technique that uses high-pressure tactics to push a customer into making an immediate purchase decision.

Product-market fit is when a product meets the needs of a strong market, leading to high demand, customer satisfaction, and organic growth.

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

WordPress is a free, open-source content management system (CMS) that allows you to easily create, manage, and publish websites and blogs.

Kubernetes is an open-source system for automating the deployment, scaling, and management of containerized applications.

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

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

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.

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

A Request for Information (RFI) is a formal process for gathering information from potential suppliers before issuing a more detailed proposal.

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

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

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

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

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

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 Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

Trade shows are events where companies in a specific industry showcase their latest products and services to find new customers and partners.

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

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

Rapport building is the process of establishing a connection and mutual understanding with someone, creating a foundation of trust and affinity.

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

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

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

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

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.

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.

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

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

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

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

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

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

Closing ratio is a key sales metric that shows the percentage of leads or proposals that result in a successful sale.

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business goals.

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

LinkedIn InMail messages are a premium feature that lets you directly message any LinkedIn member, even if you're not connected to them.

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

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

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.