Dark Funnel

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

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

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

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

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

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

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.

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

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

Sales prospecting is the process of identifying potential customers, or prospects, and initiating contact to convert them into paying customers.

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

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

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

A Sales Director leads a sales team, develops strategies, and is responsible for meeting a company's revenue targets.

ClickFunnels is a popular online tool that lets entrepreneurs easily build sales funnels to guide potential customers through the buying process.

A data pipeline is a set of automated processes that move raw data from various sources to a destination for storage and analysis.

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

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

Video hosting is a service that allows users to upload, store, and share video content online, making it accessible for playback anywhere.

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

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

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

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

Video messaging involves sending short, personalized video clips to prospects or customers, replacing traditional text-based communication.

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

A tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

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.

Learn about B2B demand generation strategy, including key elements of demand generation, & crafting your demand generation plan.

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

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

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

A nurture campaign is a series of automated messages designed to build relationships with potential customers and guide them toward a purchase.

Amortization is the process of spreading out a loan or the cost of an intangible asset over a specific period for accounting and tax purposes.

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

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

Learn about B2B sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

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

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

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

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

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.

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

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

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

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

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

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

“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.

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

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

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

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

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.

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

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

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

A Data Management Platform (DMP) is a software that collects and organizes audience data from various sources for targeted marketing efforts.

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

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

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

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

CPQ (Configure, Price, Quote) software is a sales tool for creating accurate, configurable quotes for complex products and services.

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

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

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

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

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

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

Sales forecast accuracy is a key metric that compares your predicted sales revenue against the actual sales revenue you ultimately achieve.

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

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

Audience targeting is the process of segmenting consumers into specific groups to deliver more personalized and relevant marketing messages.

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

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 sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

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

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

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

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

API security is the practice of protecting application programming interfaces from attacks, preventing data breaches and unauthorized access.

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

A trusted advisor is an expert who builds a deep client relationship by consistently prioritizing their best interests over any single transaction.

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

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

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

Market intelligence is the process of collecting and analyzing data about your target market, competitors, and industry to guide business strategy.

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

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

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.