Dark Funnel

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

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

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

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

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

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

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

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

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.

“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.

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

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

Cold emailing is sending unsolicited emails to potential customers you haven't contacted before, aiming to start a business conversation.

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

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

"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.

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

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

Persona-based marketing uses fictional customer profiles, or personas, to create targeted messaging for specific audience segments.

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

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

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.

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

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

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

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

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

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

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

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

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

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

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

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

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

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

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

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

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

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

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

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.

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

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.

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

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

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

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

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

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

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

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

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

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

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

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

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

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

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

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

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

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

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

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

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

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

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

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

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

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

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

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

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 canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

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

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

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

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

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.

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

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

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

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

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

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

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

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

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

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

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

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

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

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

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

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