Incident Response

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

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

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

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

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

Functional testing verifies that software performs its intended functions as specified in the requirements, ensuring it works as users expect.

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

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

Account-Based Marketing (ABM) benchmarks are key metrics used to measure the performance and success of your targeted account strategies.

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

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

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

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

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

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

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

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

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

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

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

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

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

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.

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

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

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

Loyalty programs are marketing strategies designed to reward repeat customers. They offer incentives like discounts or exclusive access to encourage retention.

Learn about business intelligence, including key components of business intelligence, the role of BI in decision making, business intelligence tools and techniques.

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

Learn about B2B2C, including benefits of B2B2C model, key strategies for B2B2C success, & B2B2C vs. B2C vs. B2B: understanding the differences.

Sales velocity is a key metric measuring the speed at which your company makes money. It shows how fast deals move through your sales pipeline.

Clustering is the technique of grouping similar items. In sales, it means segmenting leads by shared traits to better personalize outreach.

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

Closing ratio is a key sales metric that shows the percentage of leads or proposals that result in a successful sale.

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

CPQ (Configure, Price, Quote) software is a sales tool for creating accurate, configurable quotes for complex products and services.

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

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

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

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

Data privacy is an individual's right to control their personal information, including how it's collected, processed, stored, and shared.

Lead enrichment software adds crucial data to your leads, like contact info and firmographics, to help you better understand and engage them.

Marketing analytics involves measuring and analyzing marketing data to understand campaign performance and improve return on investment (ROI).

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

Data hygiene is the practice of ensuring your customer data is clean, accurate, and up-to-date by removing duplicates and correcting errors.

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

Trade shows are events where companies in a specific industry showcase their latest products and services to find new customers and partners.

The Jobs to Be Done (JTBD) framework focuses on understanding customer needs by identifying the specific 'job' they are trying to accomplish.

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

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

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

A closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

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

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

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

A competitive advantage is a unique edge that allows a business to produce goods or services better or more cheaply than its rivals.

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

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

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

The marketing funnel is a model illustrating the path potential customers take, from initial awareness to making a purchase.

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

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

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

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

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

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

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

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

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.

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

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

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 sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

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

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

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

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

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

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

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

Video hosting is a service that allows users to upload, store, and share video content online, making it accessible for playback anywhere.

ClickFunnels is a popular online tool that lets entrepreneurs easily build sales funnels to guide potential customers through the buying process.