Enterprise

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

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

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

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

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

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

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

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

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

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

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

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

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

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

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.

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

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

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

"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.

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

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.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

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

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

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

Responsive design is an approach where a website's layout adapts to the user's screen size, providing an optimal experience on any device.

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

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

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

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

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.

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

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

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

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

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

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

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

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

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.

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

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

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

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

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

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

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

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

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

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

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

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

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

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.

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

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

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

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

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

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

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

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

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.

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

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.

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

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

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

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

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

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.

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

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

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

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.

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

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.

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.

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

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