Inside Sales

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

Analytical CRM analyzes customer data to uncover actionable insights, helping businesses make smarter decisions and improve customer interactions.

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

Net 30 is a common payment term where a client has 30 calendar days from the invoice date to pay for goods or services in full.

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

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

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

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

Demographic segmentation divides a market into groups based on traits like age, gender, and income, allowing for more targeted marketing efforts.

Learn about BANT framework, including implementing BANT in sales strategy, advantages of the BANT methodology, & BANT vs. other qualification models.

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

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

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

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

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

Zero-based budgeting (ZBB) is a method where all expenses are re-evaluated and must be justified from scratch for each new budget period.

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

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

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

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

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 Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

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

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

A lead generation funnel is a systematic process that guides potential customers from initial awareness of your brand to becoming qualified leads.

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

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

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

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

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

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

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.

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

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

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

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

An HTTP request is a message sent by a client, like a web browser, to a server to ask for a resource, such as a web page or an image.

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

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

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

Learn about business to customer, including maximizing B2C sales strategies, B2C vs. B2B: unveiling differences, & core principles of B2C success.

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.

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

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.

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

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

The self-service SaaS model allows customers to independently sign up, use, and manage a product without any direct help from the company.

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

Direct-to-consumer (D2C) is a sales strategy where a brand sells its products directly to end customers, bypassing any third-party retailers.

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

“Always Be Closing” (ABC) is a sales mantra meaning every action a salesperson takes should be with the ultimate goal of closing the sale.

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

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

The consideration buying stage is where potential customers have defined their problem and are now actively researching and evaluating solutions.

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

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

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

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

Employee advocacy is the promotion of an organization by its staff members, who share positive messages and content through their personal networks.

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

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.

Load balancing is the practice of distributing incoming network traffic across a group of backend servers, ensuring no single server is overworked.

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

Learn about B2B demand generation strategy, including key elements of demand generation, & crafting your demand generation plan.

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

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

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

Learn about B2B sales channels, including types of B2B sales channels, strategies for effective channel selection, & integrating technology in B2B sales.

Touches are the individual interactions you have with a prospect throughout the sales process, from emails and calls to social media messages.

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

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

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

Contract management is the process of creating, executing, and analyzing contracts to maximize performance and minimize financial risk.

The sales pipeline velocity formula is a key metric that measures how quickly deals move through your pipeline and turn into revenue.

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

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

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

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

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

Siloed describes the isolation of data, teams, or systems within a company, which blocks collaboration and creates operational bottlenecks.

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

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

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

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

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

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

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

Sales pipeline velocity is a metric that measures how quickly deals move through your sales funnel to generate revenue for your business.

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.