Expansion Revenue

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

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

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

A tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

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.

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

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

Inside sales metrics are quantifiable measures used to track the performance, activities, and effectiveness of an internal sales team.

Serviceable Available Market (SAM) is the segment of the total market that your business can realistically serve within its geographical reach.

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

Sales compensation is the total pay a salesperson receives, including salary, commissions, and bonuses, structured to motivate performance.

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

A persona is a semi-fictional profile of your ideal customer, based on market research and real data about your existing customers.

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

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

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

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

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

Digital contracts are legally binding agreements created, signed, and stored electronically, offering a faster, more secure alternative to paper.

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

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

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

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

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

Video messaging involves sending short, personalized video clips to prospects or customers, replacing traditional text-based communication.

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

WordPress is a free, open-source content management system (CMS) that allows you to easily create, manage, and publish websites and blogs.

Channel sales is an indirect sales model where a company leverages third-party partners, such as resellers or affiliates, to sell its products.

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

Data mining is the process of discovering patterns, trends, and useful information from large datasets to make better business decisions.

A sales dialer is software that automates outbound calling for sales teams, allowing reps to connect with more prospects in less time.

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

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

Sales velocity is a key metric measuring the speed at which your company makes money. It shows how fast deals move through your sales pipeline.

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

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.

Return on Investment (ROI) is a key performance metric that measures the profitability of an investment relative to its initial cost.

Sales performance metrics are key data points that measure a sales team's effectiveness in achieving its goals and driving revenue.

Contract management is the process of creating, executing, and analyzing contracts to maximize performance and minimize financial risk.

A Statement of Work (SoW) is a document that outlines a project's scope, deliverables, and timeline. It acts as a contract between parties.

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

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

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

Learn about BANT framework, including implementing BANT in sales strategy, advantages of the BANT methodology, & BANT vs. other qualification models.

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

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

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

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

A competitive landscape is an analysis of your direct and indirect competitors, revealing their strengths, weaknesses, and market positioning.

AI marketing uses artificial intelligence to analyze data, automate decisions, and deliver personalized customer experiences at scale.

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

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

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

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

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

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

Referral marketing is a strategy that incentivizes existing customers to recommend a company's products or services to their personal network.

Direct-to-Consumer (DTC) is a business model where companies sell products directly to customers, bypassing traditional retail middlemen.

A nurture campaign is a series of automated messages designed to build relationships with potential customers and guide them toward a purchase.

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

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

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

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

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

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

Time on site, or session duration, is a key web metric that tracks the total time a visitor spends on your website during a single visit.

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

A hybrid sales model blends traditional and digital sales methods to engage customers across multiple channels and buying preferences.

Your email deliverability rate is the percentage of sent emails that successfully land in a recipient's inbox, rather than bouncing or going to spam.

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

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.

Mobile app analytics involves collecting and analyzing data from mobile apps to understand user behavior and optimize the app's performance.

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

A Digital Sales Room is a private online space where sellers share all relevant content with buyers to streamline the sales cycle.

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

Signaling is using credible actions to convey information about quality or intent to a less-informed party, effectively building trust.

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

Sales rep training is the process of equipping your sales team with the skills, knowledge, and tools to effectively sell and hit their targets.

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

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.

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

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

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

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