Inbound Sales

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

A competitive landscape is an analysis of your direct and indirect competitors, revealing their strengths, weaknesses, and market positioning.

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

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

A follow-up is a communication sent after an initial interaction to continue the conversation, provide more value, or prompt a response.

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

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

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

Upselling is a sales tactic encouraging customers to purchase a higher-end version of a product or related add-ons to boost revenue.

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

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

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

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

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

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

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

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

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

Phishing attacks are fraudulent attempts to trick you into revealing sensitive data like passwords or financial info by posing as a trusted source.

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

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

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

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

Data-driven lead generation is the process of using data insights to identify, attract, and convert high-quality leads into customers.

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

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

Marketing attribution is the process of identifying which touchpoints contribute to a conversion and assigning value to each of them.

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.

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.

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

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

A sales dialer is software that automates outbound calling for sales teams, allowing reps to connect with more prospects in less time.

Website visitor tracking collects and analyzes data on user behavior to understand their journey and improve the overall user experience.

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

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

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

A payment gateway is a service that authorizes and processes payments for businesses, acting as a secure link between the customer and the merchant.

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

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

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

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.

Average Customer Life is the average time someone remains a customer. It's a key metric for predicting revenue and measuring customer loyalty.

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

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

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

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

Product-market fit is when a product meets the needs of a strong market, leading to high demand, customer satisfaction, and organic growth.

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.

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.

A sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

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

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

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

A sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

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

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

Learn about business process management, including benefits of implementing BPM, steps to effective BPM, common BPM mistakes to avoid, & BPM tools and software.

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

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

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

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

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

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

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

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

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

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

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

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

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

A sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

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

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.

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

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

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

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

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.

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

Your email deliverability rate is the percentage of sent emails that successfully land in a recipient's inbox, rather than bouncing or going to spam.

Dark social is the sharing of content through private channels like messaging apps or email. This traffic is hard to track as it lacks referral data.

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

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

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

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.

Fulfillment logistics is the entire process of getting an order to a customer, from storing inventory to picking, packing, and final shipment.

Sales funnel metrics are key data points that track how effectively you're moving potential customers from awareness to a final purchase.

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

A stakeholder is any individual, group, or party that has an interest in an organization and the outcomes of its actions.