Dark Funnel

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

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

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

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

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

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

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

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

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

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

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

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

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

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

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

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

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

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

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

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

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

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

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

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

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

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

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

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

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

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

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

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

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

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

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

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

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

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

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

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

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

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

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

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

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

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

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

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

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

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

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

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

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

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

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

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

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

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

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

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

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

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

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

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

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

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

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

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

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

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

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

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.

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

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

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

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

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

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

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

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

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

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

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

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

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

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

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.

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

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.

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

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

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

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

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

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