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

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

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

Prospecting is the process of identifying potential customers, or prospects, to build a sales pipeline and generate new business opportunities.

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

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

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.

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

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

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

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

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

The awareness stage is the first step in the buyer's journey, where a potential customer realizes they have a problem or an opportunity to explore.

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

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

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

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

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

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

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

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

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

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

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

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

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

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

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

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.

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

Learn about B2B marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

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

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

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

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

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

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

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

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

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

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

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

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

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.

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.

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

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

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

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

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

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

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

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

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

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

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

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

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

Trigger marketing uses customer actions or events to automatically send highly relevant, personalized messages at the perfect moment.

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

The self-service SaaS model allows customers to independently sign up, use, and manage a product without any direct help from the company.

A sales enablement platform centralizes content, training, and analytics to help sales teams engage buyers and effectively close deals.

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

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

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.

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

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business goals.

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

A Data Management Platform (DMP) is a software that collects and organizes audience data from various sources for targeted marketing efforts.

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

Voice search optimization is the process of optimizing your content, SEO, and online listings to appear in and rank for voice-based searches.

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

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

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

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

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

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

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

A payment gateway is a service that authorizes and processes payments for businesses, acting as a secure link between the customer and the merchant.

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

Lightning Components is a UI framework for building dynamic web apps for mobile and desktop devices on the Salesforce Lightning Platform.

The marketing funnel is a model illustrating the path potential customers take, from initial awareness to making a purchase.

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.

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

Internal signals are data points from your own systems, like website visits or product usage, that indicate a customer's buying intent.

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