Dark Funnel

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

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

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

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.

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

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

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

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

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

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

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

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

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

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

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

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

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

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.

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

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

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

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

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.

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

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

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

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

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

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

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

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

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

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

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

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.

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

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.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

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

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

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

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

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

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

"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.

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

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

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

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

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

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

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

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.

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

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

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

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

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

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

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

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

Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.

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

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

Responsive design is an approach where a website's layout adapts to the user's screen size, providing an optimal experience on any device.