Demand Forecasting

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

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

A Sales Director leads a sales team, develops strategies, and is responsible for meeting a company's revenue targets.

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

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

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

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

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

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

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

A hybrid sales model blends traditional and digital sales methods to engage customers across multiple channels and buying preferences.

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

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

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.

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

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

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

CCPA compliance is adhering to the California Consumer Privacy Act, a law that grants consumers more control over their personal data.

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

Dynamic data is information that updates in real-time. Unlike static data, it reflects the most current state of information automatically.

Learn about B2B sales channels, including types of B2B sales channels, strategies for effective channel selection, & integrating technology in B2B sales.

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

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

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

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

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.

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

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

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.

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

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

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

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

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

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

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

Internal signals are data points from your own systems, like website visits or product usage, that indicate a customer's buying intent.

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

Amortization is the process of spreading out a loan or the cost of an intangible asset over a specific period for accounting and tax purposes.

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

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

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

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

Incident response is an organization's systematic approach to managing and mitigating the aftermath of a security breach or cyberattack.

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

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

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

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

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

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

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

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

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

Conversion rate is the percentage of visitors who complete a desired goal, like a purchase or sign-up, out of the total number of visitors.

A closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

Sales productivity is the measure of a sales team's efficiency, focusing on maximizing revenue generation while minimizing the resources spent.

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

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

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

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

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

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

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

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.

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.

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

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

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

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

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

Trade shows are events where companies in a specific industry showcase their latest products and services to find new customers and partners.

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

A sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

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

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.

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

Smarketing is the process of aligning your sales and marketing teams. This integration focuses on shared goals to improve lead quality and drive revenue.

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

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

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

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

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

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

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

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.

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

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

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.