Firmographics

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.

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

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

Video email involves embedding a short video directly into an email. This lets recipients watch your message without leaving their inbox.

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

Content syndication is the process of republishing your web content on third-party sites to reach a much wider audience.

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

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

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

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

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

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

A vertical market is a niche where businesses cater to a specific industry or group of customers with specialized needs, not the mass market.

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.

Conversational intelligence (CI) is AI technology that analyzes customer conversations to find insights that help sales and support teams improve.

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

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

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

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

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

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

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

An HTTP request is a message sent by a client, like a web browser, to a server to ask for a resource, such as a web page or an image.

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

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

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

Marketing analytics involves measuring and analyzing marketing data to understand campaign performance and improve return on investment (ROI).

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

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

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

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

Functional testing verifies that software performs its intended functions as specified in the requirements, ensuring it works as users expect.

Overcoming objections is the process of addressing and resolving a prospect's concerns or hesitations to move a sale forward.

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

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

A weighted pipeline forecasts sales revenue by assigning a closing probability to each deal based on its stage in the sales funnel.

A closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

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

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

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

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

A marketing budget breakdown is a detailed plan that allocates your total marketing funds across various channels, campaigns, and activities.

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

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

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

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

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.

Account-Based Marketing (ABM) benchmarks are key metrics used to measure the performance and success of your targeted account strategies.

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

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

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

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

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

Sales pipeline velocity is a metric that measures how quickly deals move through your sales funnel to generate revenue for your business.

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

A value gap is the difference between the value a customer expects from a product and the actual value they receive, often leading to churn.

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

Learn about business intelligence, including key components of business intelligence, the role of BI in decision making, business intelligence tools and techniques.

Sales territory planning is the process of dividing customers into geographic areas to be assigned to specific sales reps or teams.

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

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

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

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

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

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

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

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

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

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.

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

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

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

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

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

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

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

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

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

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

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

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

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

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