Dark Funnel

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

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

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

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

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

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

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

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

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

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

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

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

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

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

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.

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

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

Trigger marketing uses customer actions or events to automatically send highly relevant, personalized messages at the perfect moment.

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

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

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

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

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

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

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.

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

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

A lead generation funnel is a systematic process that guides potential customers from initial awareness of your brand to becoming qualified leads.

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

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

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

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

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

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

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

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

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

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

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

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

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

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

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

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

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

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

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

The awareness stage is the first step in the buyer's journey, where a potential customer realizes they have a problem or an opportunity to explore.

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

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.

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

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

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

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

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

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

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

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

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

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

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

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.

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

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

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

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

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

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

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

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

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

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

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

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

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

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

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

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 product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

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

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

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

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

Product-Led Growth (PLG) is a business strategy where the product itself drives user acquisition, conversion, and expansion.

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

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

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

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

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

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

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

Learn about business continuity, including understanding key components, steps to ensure continuity, common challenges, & best practices.