Demand

Return on Marketing Investment (ROMI) measures the revenue generated by a marketing campaign relative to the cost of that campaign.

A follow-up is a communication sent after an initial interaction to continue the conversation, provide more value, or prompt a response.

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

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

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

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

A Data Management Platform (DMP) is a software that collects and organizes audience data from various sources for targeted marketing efforts.

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

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

A buying signal is any action from a prospect that indicates they are interested in making a purchase, helping sales teams prioritize leads.

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

ClickFunnels is a popular online tool that lets entrepreneurs easily build sales funnels to guide potential customers through the buying process.

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

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

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

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

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

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

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

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

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

Conversational intelligence (CI) is AI technology that analyzes customer conversations to find insights that help sales and support teams improve.

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

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

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

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

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

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.

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

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

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

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

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

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

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

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

The self-service SaaS model allows customers to independently sign up, use, and manage a product without any direct help from the company.

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.

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

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

A stakeholder is any individual, group, or party that has an interest in an organization and the outcomes of its actions.

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

Outbound leads are potential customers a business proactively contacts through outreach like cold calls, emails, or social media.

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

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

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

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

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

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

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

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

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

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

Single Sign-On (SSO) is an authentication method allowing users to access multiple applications with one set of login credentials.

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

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

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.

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

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

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

Sales territory planning is the process of dividing customers into geographic areas to be assigned to specific sales reps or teams.

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

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

Sales training is the process of honing a salesperson's skills and knowledge to enhance their effectiveness and drive sales success.

A persona is a semi-fictional profile of your ideal customer, based on market research and real data about your existing customers.

Touches are the individual interactions you have with a prospect throughout the sales process, from emails and calls to social media messages.

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

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

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.

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.

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

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

A competitive landscape is an analysis of your direct and indirect competitors, revealing their strengths, weaknesses, and market positioning.

Marketing intelligence is gathering and analyzing data about your market, customers, and competitors to inform strategic marketing decisions.

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

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

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

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

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

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

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

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

A sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

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

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

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

Serverless computing is a cloud model where the provider manages servers, so developers can focus on code without worrying about infrastructure.

Compliance testing ensures a product or system adheres to specific regulations, standards, or policies set by governing bodies or organizations.

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

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

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

NoSQL ("Not only SQL") databases offer a flexible alternative to relational models, excelling at managing large and unstructured data sets.

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.