Elevator Pitch

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

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

Learn about business to customer, including maximizing B2C sales strategies, B2C vs. B2B: unveiling differences, & core principles of B2C success.

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

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

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

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

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.

Mobile optimization adapts your website to ensure visitors on smartphones and tablets have a seamless, user-friendly experience.

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

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

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

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.

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

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

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.

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

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

A dialer is software that automatically dials phone numbers for agents, boosting call efficiency and connecting them to live prospects faster.

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

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

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

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

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

Geo-fencing creates a virtual boundary around a real-world location. It triggers actions on a device when it enters or exits this area.

Inventory management is the process of ordering, storing, and using a company's inventory, from raw materials to finished goods.

Data-driven marketing uses customer data to inform marketing decisions, optimize campaigns, and deliver personalized experiences to consumers.

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

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

A sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

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

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

Marketing attribution is the process of identifying which touchpoints contribute to a conversion and assigning value to each of them.

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

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

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

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

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

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

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

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.

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.

A Unique Value Proposition (UVP) is a concise statement that clearly communicates the unique benefit a customer gets from your product or service.

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

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

Direct-to-consumer (D2C) is a sales strategy where a brand sells its products directly to end customers, bypassing any third-party retailers.

A landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

Tokenization is the process of breaking down text into smaller units called tokens, such as words or characters, for AI to process.

Sales forecast accuracy is a key metric that compares your predicted sales revenue against the actual sales revenue you ultimately achieve.

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

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.

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

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.

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.

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

Price optimization is the process of finding the ideal price for a product or service to maximize profitability or other business objectives.

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

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

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

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.

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

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

Learn about browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

Sales Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.

Pipeline management is the process of tracking and managing potential customers as they move through the different stages of your sales process.

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

Inbound sales attracts interested prospects who've engaged with your brand, letting sales reps connect with warm leads instead of cold 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.

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

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

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

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

Video prospecting is the sales technique of sending personalized videos to potential customers to grab their attention and secure more meetings.

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

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

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

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 field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

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

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

Opportunity management is the process of tracking potential sales from first contact to a closed deal, helping teams prioritize and win more.

Learn about B2B demand generation, including strategies for effective B2B demand generation, & key components of a demand generation program.

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

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

"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.

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

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

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

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

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

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.