Key Performance Indicators

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

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.

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

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

Sales pipeline management is the process of organizing, tracking, and managing potential deals through every stage of your sales funnel.

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

Learn about B2B sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

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

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

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

A data pipeline is a set of automated processes that move raw data from various sources to a destination for storage and analysis.

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

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

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

A Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

Price optimization is the process of finding the ideal price for a product or service to maximize profitability or other business objectives.

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

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 Digital Sales Room is a private online space where sellers share all relevant content with buyers to streamline the sales cycle.

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

An account is a company or organization that you're targeting for sales. It can be a prospective, current, or even a past customer.

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

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

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

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

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

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

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

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

Net Promoter Score (NPS) is a metric measuring customer loyalty by asking how likely they are to recommend your company or product to others.

A weighted pipeline forecasts sales revenue by assigning a closing probability to each deal based on its stage in the sales funnel.

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

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

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

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

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

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

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

Guided selling simplifies complex sales by giving reps step-by-step instructions and data-driven recommendations to close deals faster.

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

AI marketing uses artificial intelligence to analyze data, automate decisions, and deliver personalized customer experiences at scale.

A landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

Amortization is the process of spreading out a loan or the cost of an intangible asset over a specific period for accounting and tax purposes.

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

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

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

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

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

Sales and marketing analytics involves measuring and analyzing performance data to maximize effectiveness and optimize return on investment (ROI).

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

The Target Buying Stage identifies a prospect's position in the buying journey, from initial awareness to the final decision to purchase.

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

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

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

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

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

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

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

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

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

Stress testing is a type of software testing that determines a system's robustness by pushing it beyond its normal operational capacity.

Learn about batch processing, including benefits of batch processing, best practices for implementation, & common use cases.

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

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

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

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

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

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

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

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

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

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

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

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

Video prospecting is the sales technique of sending personalized videos to potential customers to grab their attention and secure more meetings.

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

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

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

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

Cybersecurity is the practice of protecting computer systems, networks, and data from digital attacks, theft, and unauthorized access.

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

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

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

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

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

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

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

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