Functional Testing

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

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

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

CRM analytics is the process of analyzing data from your CRM to uncover insights that help you better understand and serve your customers.

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

A follow-up is a communication sent after an initial interaction to continue the conversation, provide more value, or prompt a response.

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.

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

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

Fault tolerance is a system's ability to continue operating without interruption when one or more of its components fail.

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

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

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

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

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.

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

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

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

Infrastructure as a Service (IaaS) is a cloud computing service that offers essential compute, storage, and networking resources on-demand.

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

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

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

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

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

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

A Sales Qualified Lead (SQL) is a prospect vetted by marketing and sales, deemed ready for a direct sales pitch after showing intent to buy.

Opportunity management is the process of tracking potential sales from first contact to a closed deal, helping teams prioritize and win more.

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

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

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

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.

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.

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

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

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

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

A sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

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

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

Text message marketing is a strategy where businesses send promotional messages, offers, and updates to customers via SMS or MMS.

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

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

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

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

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

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.

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

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

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

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

Learn about business to customer, including maximizing B2C sales strategies, B2C vs. B2B: unveiling differences, & core principles of B2C success.

Performance monitoring involves collecting and analyzing data to track a system's operational health and efficiency, ensuring it meets set standards.

Analytical CRM analyzes customer data to uncover actionable insights, helping businesses make smarter decisions and improve customer interactions.

Upselling is a sales tactic encouraging customers to purchase a higher-end version of a product or related add-ons to boost revenue.

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

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

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

Marketing intelligence is gathering and analyzing data about your market, customers, and competitors to inform strategic marketing decisions.

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

A touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

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

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

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

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

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

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

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

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

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

Return on Marketing Investment (ROMI) measures the revenue generated by a marketing campaign relative to the cost of that campaign.

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

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

An on-premise CRM is a system hosted on a company's own servers, offering complete control over data, security, and system maintenance.

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

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

Fulfillment logistics is the entire process of getting an order to a customer, from storing inventory to picking, packing, and final shipment.

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

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

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

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

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

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

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

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