Dark Funnel

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

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

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

CPQ (Configure, Price, Quote) software is a sales tool for creating accurate, configurable quotes for complex products and services.

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.

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

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

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

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

A nurture campaign is a series of automated messages designed to build relationships with potential customers and guide them toward a purchase.

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

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

“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.

A sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

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

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

Sales prospecting techniques are methods used by sales teams to identify, contact, and qualify potential customers, also known as prospects.

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history effectively.

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

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.

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

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

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

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

"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.

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

Account Click-Through Rate (CTR) is the percentage of individuals from a target account who click on a link in an ad, email, or on a webpage.

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

Time on site, or session duration, is a key web metric that tracks the total time a visitor spends on your website during a single visit.

Contract management is the process of creating, executing, and analyzing contracts to maximize performance and minimize financial risk.

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

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.

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

A trusted advisor is an expert who builds a deep client relationship by consistently prioritizing their best interests over any single transaction.

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

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

Text message marketing is a strategy where businesses send promotional messages, offers, and updates to customers via SMS or MMS.

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

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

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

Churn, also known as customer attrition, is the rate at which customers stop doing business with a company over a given period.

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

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

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

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

Key Performance Indicators (KPIs) are measurable values that demonstrate how effectively a company is achieving its key business objectives.

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

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

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

Subscription models are a business strategy where customers pay a recurring fee at regular intervals for access to a product or service.

Loss aversion is our tendency to feel the sting of a loss more acutely than the pleasure of an equivalent gain.

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

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

A Statement of Work (SoW) is a document that outlines a project's scope, deliverables, and timeline. It acts as a contract between parties.

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

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

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

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

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

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.

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

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

API security is the practice of protecting application programming interfaces from attacks, preventing data breaches and unauthorized access.

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

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

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

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

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

Video email involves embedding a short video directly into an email. This lets recipients watch your message without leaving their inbox.

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

A/B testing is a method of comparing two versions of something, like a webpage or email, to determine which one performs better with your audience.

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

Corporate identity is the visual and verbal persona of a company, encompassing its logo, color palette, communication style, and core values.

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.

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

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

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

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

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

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

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

Average Order Value (AOV) tracks the average dollar amount spent each time a customer places an order on your website or mobile app.

A sales cycle is the series of steps a company takes to close a new customer. It starts with prospecting and ends with a signed deal.

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

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

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

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

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

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

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