Funnel Analysis

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

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

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

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.

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

Learn about B2B marketing KPIs, including identifying key B2B marketing KPIs, setting achievable KPI targets, B2B vs B2C marketing KPIs: understanding the differences.

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

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

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

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

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

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.

Load balancing is the practice of distributing incoming network traffic across a group of backend servers, ensuring no single server is overworked.

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

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

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer throughout their entire relationship with the company.

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

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

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

Escalations are the process of moving a customer issue or sales opportunity to a more senior or specialized team member for resolution.

A sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

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

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.

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

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.

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

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

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

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

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

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

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

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.

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

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

A positioning statement is a concise description of your target market and how your product or service uniquely fills their needs.

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

ClickFunnels is a popular online tool that lets entrepreneurs easily build sales funnels to guide potential customers through the buying process.

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

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

Learn about business intelligence in marketing, including the role of data in marketing BI, key components of marketing BI, & marketing BI vs. market research.

Inbound sales attracts interested prospects who've engaged with your brand, letting sales reps connect with warm leads instead of cold outreach.

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

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

Churn, also known as customer attrition, is the rate at which customers stop doing business with a company over a given period.

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

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

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

Territory management is the process of segmenting customers into groups by geography or other factors to optimize sales efforts and resources.

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

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

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

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

A sales demonstration is a presentation showing a prospect how a product or service works and how it can solve their specific problems.

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.

The sales pipeline velocity formula is a key metric that measures how quickly deals move through your pipeline and turn into revenue.

An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.

Demand forecasting is the process of predicting future customer demand for a product or service based on historical data and market trends.

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

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

A field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

A weighted sales pipeline forecasts revenue by assigning a closing probability to each deal, giving a more accurate picture of potential income.

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.

The decision stage is where a well-researched buyer chooses a vendor. They compare specific products and pricing before making their final purchase.

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

A Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

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

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

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

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

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

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

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.

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

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

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

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

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

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

Loss aversion is our tendency to feel the sting of a loss more acutely than the pleasure of an equivalent gain.

Kubernetes is an open-source system for automating the deployment, scaling, and management of containerized applications.

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

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

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

A Master Service Agreement (MSA) is a foundational contract that sets the general terms for an ongoing business relationship between two parties.

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

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

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

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.

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

Platform as a Service (PaaS) is a cloud model where a provider delivers a platform for users to develop, run, and manage applications online.

LPI, or Lead Per Inquiry, is a key metric that measures how many leads are generated from each inquiry in a marketing campaign.

Compliance testing ensures a product or system adheres to specific regulations, standards, or policies set by governing bodies or organizations.

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

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