Elevator Pitch

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

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

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

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

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

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

Sales and marketing analytics involves measuring and analyzing performance data to maximize effectiveness and optimize return on investment (ROI).

A Request for Information (RFI) is a formal process for gathering information from potential suppliers before issuing a more detailed proposal.

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

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

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

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

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

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

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

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

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

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

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

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

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

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

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

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

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

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

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.

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

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

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

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

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

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

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.

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

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

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

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

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

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

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

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

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

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

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

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

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

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.

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

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

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

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

The awareness stage is the first step in the buyer's journey, where a potential customer realizes they have a problem or an opportunity to explore.

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

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

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

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

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

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

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

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

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 demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

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

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

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 retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

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

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

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

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

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

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

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

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

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

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

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

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.

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

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

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

Cold emailing is sending unsolicited emails to potential customers you haven't contacted before, aiming to start a business conversation.