Decision Buying Stage

Learn about business process management, including benefits of implementing BPM, steps to effective BPM, common BPM mistakes to avoid, & BPM tools and software.

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

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

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

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

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

A hard sell is an aggressive sales technique that uses high-pressure tactics to push a customer into making an immediate purchase decision.

Learn about B2B sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

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

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.

Serviceable Available Market (SAM) is the segment of the total market that your business can realistically serve within its geographical reach.

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

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

Sales Key Performance Indicators (KPIs) are quantifiable metrics used to measure how effectively a sales team is achieving its key objectives.

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

Siloed describes the isolation of data, teams, or systems within a company, which blocks collaboration and creates operational bottlenecks.

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

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

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

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

Sales conversion rate is the percentage of prospects who take a desired action, like making a purchase, turning them into customers.

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

Functional testing verifies that software performs its intended functions as specified in the requirements, ensuring it works as users expect.

Data privacy is an individual's right to control their personal information, including how it's collected, processed, stored, and shared.

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

Territory management is the process of segmenting customers into groups by geography or other factors to optimize sales efforts and resources.

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

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

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

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

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

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

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

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

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

Infrastructure as a Service (IaaS) is a cloud computing service that offers essential compute, storage, and networking resources on-demand.

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.

A lead magnet is a free incentive offered to potential customers in exchange for their contact details, like an email, to generate sales leads.

Sales pipeline reporting is the process of analyzing sales data to track progress, identify bottlenecks, and forecast future revenue.

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 Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

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

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

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

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

A Unique Value Proposition (UVP) is a concise statement that clearly communicates the unique benefit a customer gets from your product or service.

A vertical market is a niche where businesses cater to a specific industry or group of customers with specialized needs, not the mass market.

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

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.

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

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

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

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

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

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

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

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

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

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

Sales compensation is the total pay a salesperson receives, including salary, commissions, and bonuses, structured to motivate performance.

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

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

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

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

An Application Programming Interface (API) is a set of rules that lets different software applications talk to each other and share information.

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

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

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

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

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.

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

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

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

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

Learn about B2B2C, including benefits of B2B2C model, key strategies for B2B2C success, & B2B2C vs. B2C vs. B2B: understanding the differences.

Google Analytics is a web analytics service that tracks and reports website traffic, offering insights into user behavior and marketing effectiveness.

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

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.

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

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

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

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

A version control system (VCS) tracks changes to files over time, allowing you to recall specific versions and collaborate without conflicts.

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

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer throughout their entire relationship with the company.

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

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

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

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

Tokenization is the process of breaking down text into smaller units called tokens, such as words or characters, for AI to process.

AI marketing uses artificial intelligence to analyze data, automate decisions, and deliver personalized customer experiences at scale.

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

Lightning Components is a UI framework for building dynamic web apps for mobile and desktop devices on the Salesforce Lightning Platform.

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

Return on Investment (ROI) is a key performance metric that measures the profitability of an investment relative to its initial cost.