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

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.

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

Average Order Value (AOV) tracks the average dollar amount spent each time a customer places an order on your website or mobile app.

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

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

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

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

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

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

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.

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

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.

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

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

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

Data-driven lead generation is the process of using data insights to identify, attract, and convert high-quality leads into customers.

Sales productivity is the measure of a sales team's efficiency, focusing on maximizing revenue generation while minimizing the resources spent.

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

Customer churn rate is the percentage of subscribers or customers who cancel their service with a company during a given time frame.

Deal closing is the final step in a sales cycle. It's when a prospect signs a contract and officially converts into a paying customer.

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

Learn about brand awareness, including understanding its importance, building an effective strategy, key metrics to track, & examples in the real world.

Solution selling is a sales approach focused on understanding a customer's pain points to offer a comprehensive solution, not just a product.

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

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

Account-Based Analytics measures engagement and impact across target accounts, not just individual leads, to guide B2B sales and marketing efforts.

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

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

Marketing performance is the process of measuring a campaign's effectiveness against set goals using key metrics like ROI and conversion rates.

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

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

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

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

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

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

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

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

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

Virtual selling is the process of selling to customers remotely using technology like video calls, rather than meeting them in person.

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

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.

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

Incident response is an organization's systematic approach to managing and mitigating the aftermath of a security breach or cyberattack.

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

Sales prospecting is the process of identifying potential customers, or prospects, and initiating contact to convert them into paying customers.

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

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

Multi-touch attribution is a marketing analytics method that credits multiple touchpoints on the customer journey for a conversion.

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

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

A/B testing is a method of comparing two versions of something, like a webpage or email, to determine which one performs better with your audience.

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

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

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

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

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

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

A version control system (VCS) tracks changes to files over time, allowing you to recall specific versions and collaborate without conflicts.

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

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

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

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

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

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

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

An inside sales rep sells products or services remotely from an office, using digital tools like phone and email to connect with customers.

Net Promoter Score (NPS) is a metric measuring customer loyalty by asking how likely they are to recommend your company or product to others.

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

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

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

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

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

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.

Ransomware is a type of malicious software that encrypts a victim's files, holding them hostage until a ransom is paid for the decryption key.

Corporate identity is the visual and verbal persona of a company, encompassing its logo, color palette, communication style, and core values.

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

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

A lead magnet is a free incentive offered to potential customers in exchange for their contact details, like an email, to generate sales leads.

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.

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

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

Outside sales reps sell products/services in person, traveling to meet clients and close deals face-to-face, outside of a traditional office.

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

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

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

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

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

Market intelligence is the process of collecting and analyzing data about your target market, competitors, and industry to guide business strategy.

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

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

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.