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Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

Single Sign-On (SSO) is an authentication method allowing users to access multiple applications with one set of login credentials.

Objection handling in sales is the process of responding to a prospect's concerns about a product or service to move the deal forward.

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

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

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

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

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

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

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

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

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

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

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

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.

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

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

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

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

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.

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

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

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

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

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

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

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

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

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

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

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

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

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.

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

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

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.

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

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

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

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

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

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

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

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

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

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

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

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

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

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

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

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

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

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

Lead generation software helps businesses automate finding and capturing potential customers' contact information to build sales pipelines.

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

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

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

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

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.

Sales and marketing analytics involves measuring and analyzing performance data to maximize effectiveness and optimize return on investment (ROI).

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

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

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

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

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

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

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

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

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

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

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

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

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

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

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

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

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

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

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

Stress testing is a type of software testing that determines a system's robustness by pushing it beyond its normal operational capacity.

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

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.

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

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

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.