Decision Maker

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

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business goals.

A sales demonstration is a presentation showing a prospect how a product or service works and how it can solve their specific problems.

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

A triggered email is an automated message sent to a user in response to a specific action or event, like signing up or making a purchase.

An HTTP request is a message sent by a client, like a web browser, to a server to ask for a resource, such as a web page or an image.

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

Solution selling is a sales approach focused on understanding a customer's pain points to offer a comprehensive solution, not just a product.

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

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

Robotic Process Automation (RPA) uses software bots to mimic human actions and automate repetitive, rules-based tasks on digital systems.

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

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

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

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.

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

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

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

Rapport building is the process of establishing a connection and mutual understanding with someone, creating a foundation of trust and affinity.

A sales forecast is a projection of future sales revenue. It's a crucial tool for businesses to make informed decisions and allocate resources.

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

Prospecting is the process of identifying potential customers, or prospects, to build a sales pipeline and generate new business opportunities.

Fulfillment logistics is the entire process of getting an order to a customer, from storing inventory to picking, packing, and final shipment.

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

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.

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

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

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

A sales pitch is a persuasive presentation of a product or service, aimed at convincing a potential customer to make a purchase.

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

The customer lifecycle is the journey a person takes from first becoming aware of your brand to becoming a loyal, repeat customer.

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

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

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

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.

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

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

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

Average Customer Life is the average time someone remains a customer. It's a key metric for predicting revenue and measuring customer loyalty.

A sales process is a structured set of steps that a sales team follows to move a prospect from an initial lead to a closed customer.

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

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

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

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

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

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

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

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

A marketing budget breakdown is a detailed plan that allocates your total marketing funds across various channels, campaigns, and activities.

The Jobs to Be Done (JTBD) framework focuses on understanding customer needs by identifying the specific 'job' they are trying to accomplish.

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

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

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

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

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

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

Serviceable Obtainable Market (SOM) is the portion of the market you can realistically capture with your current resources, sales, and marketing.

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

Platform as a Service (PaaS) is a cloud model where a provider delivers a platform for users to develop, run, and manage applications online.

Net 30 is a common payment term where a client has 30 calendar days from the invoice date to pay for goods or services in full.

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.

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

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

Demand forecasting is the process of predicting future customer demand for a product or service based on historical data and market trends.

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

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

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

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

Video hosting is a service that allows users to upload, store, and share video content online, making it accessible for playback anywhere.

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 intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

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

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

Content curation involves gathering, organizing, and sharing the most relevant online content on a specific topic for a particular audience.

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

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

Affiliate networks are platforms that act as intermediaries between publishers (affiliates) and merchant affiliate programs.

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

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.

A spiff is a short-term sales incentive, often a cash bonus, paid directly to a salesperson for selling a specific product or service.

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

Content syndication is the process of republishing your web content on third-party sites to reach a much wider audience.

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

Sales pipeline management is the process of organizing, tracking, and managing potential deals through every stage of your sales funnel.

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

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

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

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

Data hygiene is the practice of ensuring your customer data is clean, accurate, and up-to-date by removing duplicates and correcting errors.

MOFU, or Middle of the Funnel, is the crucial evaluation stage in the buyer's journey where leads compare solutions to their known problem.

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

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

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