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

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

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

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

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

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

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

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

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

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

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

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

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

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

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

Website visitor tracking collects and analyzes data on user behavior to understand their journey and improve the overall user experience.

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

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

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

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

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

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

Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.

Audience targeting is the process of segmenting consumers into specific groups to deliver more personalized and relevant marketing messages.

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

Product-Led Growth (PLG) is a business strategy where the product itself drives user acquisition, conversion, and expansion.

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

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

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

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

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

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

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

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

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

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

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.

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

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

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.

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

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

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

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

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

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

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

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

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

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

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

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

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

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

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

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

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

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 enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

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

A sales lead is a potential customer—an individual or organization that has shown interest in your company's products or services.

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.

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

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

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

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

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

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 sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

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

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

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

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

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.

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

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.

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

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

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

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

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.

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

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

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

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

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

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.

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.