HubSpot

Data mining is the process of discovering patterns, trends, and useful information from large datasets to make better business decisions.

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

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

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

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

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

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

An Application Programming Interface (API) is a set of rules that lets different software applications talk to each other and share information.

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

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

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

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

A touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

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

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

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

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

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

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.

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.

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.

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

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

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

Pipeline management is the process of tracking and managing potential customers as they move through the different stages of your sales process.

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

Inbound lead generation is the process of attracting potential customers to your business with valuable content and tailored experiences.

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

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

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

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

Return on Marketing Investment (ROMI) measures the revenue generated by a marketing campaign relative to the cost of that campaign.

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A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

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

Sales development is the process of identifying and qualifying potential customers to create a pipeline of sales-ready leads for closers.

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

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

A sales pitch is a persuasive presentation of a product or service, aimed at convincing a potential customer to make a purchase.

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.

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

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

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

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

Predictive analytics uses historical data, statistical algorithms, and machine learning to identify the likelihood of future outcomes.

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.

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 lead magnet is a free incentive offered to potential customers in exchange for their contact details, like an email, to generate sales leads.

Subscription models are a business strategy where customers pay a recurring fee at regular intervals for access to a product or service.

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

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

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

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

A Request for Proposal (RFP) is a formal document that outlines a project's needs and invites qualified vendors to submit bids to complete it.

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

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

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

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

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

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

A marketing budget breakdown is a detailed plan that allocates your total marketing funds across various channels, campaigns, and activities.

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

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

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

The buyer's journey maps the path a potential customer takes, from first becoming aware of a problem to making a final purchase decision.

A sales cycle is the series of steps a company takes to close a new customer. It starts with prospecting and ends with a signed deal.

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

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

CCPA compliance is adhering to the California Consumer Privacy Act, a law that grants consumers more control over their personal data.

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

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

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.

Corporate identity is the visual and verbal persona of a company, encompassing its logo, color palette, communication style, and core values.

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

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

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

LinkedIn InMail messages are a premium feature that lets you directly message any LinkedIn member, even if you're not connected to them.

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

Sales forecast accuracy is a key metric that compares your predicted sales revenue against the actual sales revenue you ultimately achieve.

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

Customer churn rate is the percentage of subscribers or customers who cancel their service with a company during a given time frame.

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

Sales training is the process of honing a salesperson's skills and knowledge to enhance their effectiveness and drive sales success.

Day Sales Outstanding (DSO) is a financial ratio that shows the average number of days it takes for a company to receive payment for a sale.

A sales lead is a potential customer—an individual or organization that has shown interest in your company's products or services.

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

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

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.

CPM, or Cost Per Mille, is a key advertising metric. It's the cost an advertiser pays for one thousand views or impressions of a single ad.

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

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

Referral marketing is a strategy that incentivizes existing customers to recommend a company's products or services to their personal network.

Customer Data Management (CDM) is the process of collecting, organizing, and analyzing customer data to create a unified view of your audience.