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Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

Win/Loss Analysis is the process of systematically tracking and analyzing the reasons why you win or lose deals with prospective customers.

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

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

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

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.

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

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

WordPress is a free, open-source content management system (CMS) that allows you to easily create, manage, and publish websites and blogs.

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

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.

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

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.

Digital contracts are legally binding agreements created, signed, and stored electronically, offering a faster, more secure alternative to paper.

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

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.

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.

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

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.

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

The marketing funnel is a model illustrating the path potential customers take, from initial awareness to making a purchase.

Lead generation software helps businesses automate finding and capturing potential customers' contact information to build sales pipelines.

A value gap is the difference between the value a customer expects from a product and the actual value they receive, often leading to churn.

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

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

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

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

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

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

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

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

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

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.

Sender Policy Framework (SPF) is an email authentication method that lets you specify which mail servers can send emails on behalf of your domain.

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

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

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

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

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

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

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

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

A Statement of Work (SoW) is a document that outlines a project's scope, deliverables, and timeline. It acts as a contract between parties.

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

Dark social is the sharing of content through private channels like messaging apps or email. This traffic is hard to track as it lacks referral data.

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

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.

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

Inside sales metrics are quantifiable measures used to track the performance, activities, and effectiveness of an internal sales team.

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

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

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.

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

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

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

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

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

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

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

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

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

A drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

“No Spam” is a commitment to sending only relevant, solicited messages. It means avoiding bulk, unwanted emails to respect the recipient's inbox.

Virtual selling is the process of selling to customers remotely using technology like video calls, rather than meeting them in person.

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 sales dialer is software that automates outbound calling for sales teams, allowing reps to connect with more prospects in less time.

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

The sales pipeline velocity formula is a key metric that measures how quickly deals move through your pipeline and turn into revenue.

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

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

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

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.

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

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

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

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.

Learn about batch processing, including benefits of batch processing, best practices for implementation, & common use cases.

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

Account Click-Through Rate (CTR) is the percentage of individuals from a target account who click on a link in an ad, email, or on a webpage.

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

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

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

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

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

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

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

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

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

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