Employee Engagement

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

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

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

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

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

Sales development is the process of identifying and qualifying potential customers to create a pipeline of sales-ready leads for closers.

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

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

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

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

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

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

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

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

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

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

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

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 sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

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

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

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

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

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

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

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships 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.

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

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

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

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.

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

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

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

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

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

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.

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

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

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

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

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

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.

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

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

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

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

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

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

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

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

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

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

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

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

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

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

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

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

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

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

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

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

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

Objection handling in sales is the process of responding to a prospect's concerns about a product or service to move the deal forward.

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.

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.

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

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

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

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

Stress testing is a type of software testing that determines a system's robustness by pushing it beyond its normal operational capacity.

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.

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.

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

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

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

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

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

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

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

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

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

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

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

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

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

Persona-based marketing uses fictional customer profiles, or personas, to create targeted messaging for specific audience segments.

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

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

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

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

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

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

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.

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

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.