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Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

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.

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

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

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

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

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

Sales engagement is the sum of all interactions between a seller and a prospect, aimed at building a relationship and moving a deal forward.

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

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

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.

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

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.

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

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

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.

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

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

Sales territory management is the process of grouping accounts into territories and assigning them to reps to maximize sales and market coverage.

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.

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

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

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

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

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

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

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

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

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

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

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

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

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

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

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

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

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

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

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

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

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

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

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

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

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

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

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

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.

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

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

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

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

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

Robotic Process Automation (RPA) uses software bots to mimic human actions and automate repetitive, rules-based tasks on digital systems.

Click-through rate (CTR) is a metric that measures the percentage of people who click on a specific link, ad, or call-to-action.

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

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

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

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

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

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

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

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

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

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

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

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

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

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

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

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

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

Learn about batch processing, including benefits of batch processing, best practices for implementation, & common use cases.

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

XML (Extensible Markup Language) is a markup language for encoding documents in a format that is both human-readable and machine-readable.

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

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

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 Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.

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

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

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

Affiliate networks are platforms that act as intermediaries between publishers (affiliates) and merchant affiliate programs.

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

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

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.

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

Sales pipeline reporting is the process of analyzing sales data to track progress, identify bottlenecks, and forecast future revenue.

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