Inbound Lead Generation

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

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

A sales forecast is a projection of future sales revenue. It's a crucial tool for businesses to make informed decisions and allocate resources.

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

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

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

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

A buying signal is any action from a prospect that indicates they are interested in making a purchase, helping sales teams prioritize leads.

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

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

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

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

Content curation involves gathering, organizing, and sharing the most relevant online content on a specific topic for a particular audience.

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

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

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

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

NoSQL ("Not only SQL") databases offer a flexible alternative to relational models, excelling at managing large and unstructured data sets.

Learn about business intelligence in marketing, including the role of data in marketing BI, key components of marketing BI, & marketing BI vs. market research.

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.

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

Performance monitoring involves collecting and analyzing data to track a system's operational health and efficiency, ensuring it meets set standards.

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

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

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.

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

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

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

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

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

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

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

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

A spiff is a short-term sales incentive, often a cash bonus, paid directly to a salesperson for selling a specific product or service.

Inbound sales attracts interested prospects who've engaged with your brand, letting sales reps connect with warm leads instead of cold outreach.

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

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

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.

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

Accessibility testing is a software testing method that verifies an application is usable by people with disabilities, like vision or hearing loss.

Sales Key Performance Indicators (KPIs) are quantifiable metrics used to measure how effectively a sales team is achieving its key objectives.

Opportunity management is the process of tracking potential sales from first contact to a closed deal, helping teams prioritize and win more.

Win/Loss Analysis is the process of systematically tracking and analyzing the reasons why you win or lose deals with prospective customers.

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

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.

A persona is a semi-fictional profile of your ideal customer, based on market research and real data about your existing customers.

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

Text message marketing is a strategy where businesses send promotional messages, offers, and updates to customers via SMS or MMS.

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.

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

High availability (HA) describes a system's capacity to function continuously with minimal downtime, ensuring consistent operational performance.

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

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

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

CRM analytics is the process of analyzing data from your CRM to uncover insights that help you better understand and serve your customers.

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

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

A triggered email is an automated message sent to a user in response to a specific action or event, like signing up or making a purchase.

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

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

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

Solution selling is a sales approach focused on understanding a customer's pain points to offer a comprehensive solution, not just a product.

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

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

A hybrid sales model blends traditional and digital sales methods to engage customers across multiple channels and buying preferences.

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

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

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.

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

A value gap is the difference between the value a customer expects from a product and the actual value they receive, often leading to churn.

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

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

Sales territory planning is the process of dividing customers into geographic areas to be assigned to specific sales reps or teams.

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

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

LPI, or Lead Per Inquiry, is a key metric that measures how many leads are generated from each inquiry in a marketing campaign.

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

Conversion rate is the percentage of visitors who complete a desired goal, like a purchase or sign-up, out of the total number of visitors.

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

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

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

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

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

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

Pay-per-click (PPC) is an ad model where you pay a fee each time your ad is clicked. It's a method of buying targeted visits to your website.

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

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

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

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

Rapport building is the process of establishing a connection and mutual understanding with someone, creating a foundation of trust and affinity.

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

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

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

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

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

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

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.

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.