Demand Forecasting

The decision stage is where a well-researched buyer chooses a vendor. They compare specific products and pricing before making their final purchase.

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

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

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

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

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

Learn about user experience, including principles of user experience design, & enhancing user experience: best practices.

Learn about technographics, including understanding technographic data segmentation, & the benefits of leveraging technographics.

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

Inbound lead generation is the process of attracting potential customers to your business with valuable content and tailored experiences.

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

Learn about SEM, including how it works, benefits, strategies, measuring success, and tips to maximize your search engine marketing efforts.

Learn about sales operations management, including key responsibilities in sales operations management, & building an effective sales operations team.

Escalations are the process of moving a customer issue or sales opportunity to a more senior or specialized team member for resolution.

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

Learn about sales funnel metrics, including understanding sales funnel stages, key sales funnel metrics to track, & enhancing sales funnel performance.

Guided selling simplifies complex sales by giving reps step-by-step instructions and data-driven recommendations to close deals faster.

Agile methodology is an iterative approach to project management and software development, focusing on delivering value in small, incremental steps.

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.

Learn about SEO, including how it works, benefits, strategies, measuring success, and tips to optimize your website for search engines.

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

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

Marketing performance is the process of measuring a campaign's effectiveness against set goals using key metrics like ROI and conversion rates.

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

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

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

Learn about site retargeting, including how site retargeting works, benefits of site retargeting, & site retargeting strategies.

Learn about sales process, including designing your sales process, key components of effective sales processes, sales process vs. sales methodology.

Learn about voice search optimization, including how to implement voice search optimization, & benefits of voice search optimization.

Learn about signaling, including key principles of effective signaling, understanding signaling in sales contexts, strategies for improving your signaling t.

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

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

Learn about trademarks, including how to secure a trademark, trademark examples and best practices, & trademarks vs. copyrights vs. patents.

Learn about yield management, including benefits of implementing yield management, & essential components of yield management.

Learn about sales pipeline velocity, including maximizing sales pipeline velocity, key metrics to monitor, & improving velocity with automation.

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.

Learn about search engine results page, including understanding SERP components, key factors influencing SERP rankings, & SERP and SEO best practices.

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

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

The consideration buying stage is where potential customers have defined their problem and are now actively researching and evaluating solutions.

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

LinkedIn InMail messages are a premium feature that lets you directly message any LinkedIn member, even if you're not connected to them.

Referral marketing is a strategy that incentivizes existing customers to recommend a company's products or services to their personal network.

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

Learn about sales playbook, including crafting an effective sales playbook, & components of a comprehensive sales playbook.

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

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.

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

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

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

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

Learn about sales metrics, including key types of sales metrics, essential components of sales metrics, & analyzing sales metrics effectively.

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

Learn about sales performance metrics, including key components of sales performance metrics, & essential sales metrics to track.

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

Data mining is the process of discovering patterns, trends, and useful information from large datasets to make better business decisions.

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

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

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

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

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

Learn about sales performance management, including key components of sales performance management, & strategies for enhancing sales performance.

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

Loyalty programs are marketing strategies designed to reward repeat customers. They offer incentives like discounts or exclusive access to encourage retention.

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

Direct-to-Consumer (DTC) is a business model where companies sell products directly to customers, bypassing traditional retail middlemen.

Learn about scalability, including understanding scalability in business, benefits of scalability, & key elements of scalability.

Learn about X-sell, including benefits of X-selling, strategies for successful X-selling, & X-sell vs. up-sell: understanding the difference.

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

Learn about service level agreement, including crafting an effective service level agreement, & key components of a service level agreement.

Learn about target buying stage, including identifying your target buying stage, & key metrics for buying stage analysis.

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.

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

Day Sales Outstanding (DSO) is a financial ratio that shows the average number of days it takes for a company to receive payment for a sale.

Learn about sales territory planning, including strategies for successful territory planning, & key components of territory planning.

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

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

Learn about sales presentation, including crafting an engaging sales presentation, elements of a successful sales pitch, & sales presentation vs. product demo.

Learn about B2B marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

Learn about sales territory, including how to design an effective sales territory, & examples of successful sales territories.

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

Kubernetes is an open-source system for automating the deployment, scaling, and management of containerized applications.

Employee advocacy is the promotion of an organization by its staff members, who share positive messages and content through their personal networks.

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

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

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.

CPM, or Cost Per Mille, is a key advertising metric. It's the cost an advertiser pays for one thousand views or impressions of a single ad.

Data-driven marketing uses customer data to inform marketing decisions, optimize campaigns, and deliver personalized experiences to consumers.

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

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.

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

Learn about SOAP API, including benefits of SOAP API, how SOAP API works, SOAP API vs. REST API, and common use cases for SOAP API.

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

Learn about stress testing, including understanding stress testing methods, benefits of stress testing, & stress testing vs. load testing.

Marketing analytics involves measuring and analyzing marketing data to understand campaign performance and improve return on investment (ROI).

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

Learn about soft sell, including keys to mastering soft sell techniques, benefits of choosing soft sell over hard sell, & implementing soft sell in your sales strategy.