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

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

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

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

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

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

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

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

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

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.

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

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

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

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

A Request for Information (RFI) is a formal process for gathering information from potential suppliers before issuing a more detailed proposal.

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

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

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

“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.

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

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

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

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

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

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

Sales Engineers blend deep technical knowledge with sales acumen, demonstrating a product's value and solving customer problems to drive revenue.

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

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

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

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

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

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

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

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

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.

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

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

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

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 go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

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

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

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

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

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

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

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

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

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

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

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

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

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

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

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

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

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.

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

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

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

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

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

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

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

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

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

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

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.

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

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

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

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

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

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

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

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

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

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

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

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

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.

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

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

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

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

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.