Dark Funnel

A positioning statement is a concise description of your target market and how your product or service uniquely fills their needs.

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

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

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

Sales Key Performance Indicators (KPIs) are quantifiable metrics used to measure how effectively a sales team is achieving its key objectives.

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

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

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

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

Demographic segmentation divides a market into groups based on traits like age, gender, and income, allowing for more targeted marketing efforts.

Territory management is the process of segmenting customers into groups by geography or other factors to optimize sales efforts and resources.

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

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

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

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

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

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

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

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

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

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

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

Escalations are the process of moving a customer issue or sales opportunity to a more senior or specialized team member for resolution.

Sender Policy Framework (SPF) is an email authentication method that lets you specify which mail servers can send emails on behalf of your domain.

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

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

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

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

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.

Affiliate networks are platforms that act as intermediaries between publishers (affiliates) and merchant affiliate programs.

Your email deliverability rate is the percentage of sent emails that successfully land in a recipient's inbox, rather than bouncing or going to spam.

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

A value gap is the difference between the value a customer expects from a product and the actual value they receive, often leading to churn.

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

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

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

Customer Retention Rate (CRR) is the metric that measures the percentage of customers a company has kept over a specific period of time.

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

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

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

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

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

Deal closing is the final step in a sales cycle. It's when a prospect signs a contract and officially converts into a paying customer.

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

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

Learn about B2B marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

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

Referral marketing is a strategy that incentivizes existing customers to recommend a company's products or services to their personal network.

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

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

Click-through rate (CTR) is a metric that measures the percentage of people who click on a specific link, ad, or call-to-action.

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

Solution selling is a sales approach focused on understanding a customer's pain points to offer a comprehensive solution, not just a product.

The Challenger Sales Model is a sales approach where reps challenge a customer's thinking by teaching, tailoring, and taking control of the sale.

Sales rep training is the process of equipping your sales team with the skills, knowledge, and tools to effectively sell and hit their targets.

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

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

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

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.

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.

The Jobs to Be Done (JTBD) framework focuses on understanding customer needs by identifying the specific 'job' they are trying to accomplish.

A Data Management Platform (DMP) is a tech platform used to collect and manage data, mainly for digital marketing and advertising campaigns.

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

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

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

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

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

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

Net 30 is a common payment term where a client has 30 calendar days from the invoice date to pay for goods or services in full.

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

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

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

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

Return on Marketing Investment (ROMI) measures the revenue generated by a marketing campaign relative to the cost of that campaign.

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

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

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

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

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

Learn about B2B2C, including benefits of B2B2C model, key strategies for B2B2C success, & B2B2C vs. B2C vs. B2B: understanding the differences.

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

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

Learn about BANT framework, including implementing BANT in sales strategy, advantages of the BANT methodology, & BANT vs. other qualification models.

Customer experience (CX) is a customer's total perception of your business, based on every interaction across the entire customer lifecycle.

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

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

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

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

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

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

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

MOFU, or Middle of the Funnel, is the crucial evaluation stage in the buyer's journey where leads compare solutions to their known problem.

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

Sales pipeline reporting is the process of analyzing sales data to track progress, identify bottlenecks, and forecast future revenue.

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