Lead Enrichment

Churn, also known as customer attrition, is the rate at which customers stop doing business with a company over a given period.

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

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

MOFU, or Middle of the Funnel, is the crucial evaluation stage in the buyer's journey where leads compare solutions to their known problem.

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

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

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

A tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

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

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

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

Compliance testing ensures a product or system adheres to specific regulations, standards, or policies set by governing bodies or organizations.

Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.

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

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

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.

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

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

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

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

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

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

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

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

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

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

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

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

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

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

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.

Video messaging involves sending short, personalized video clips to prospects or customers, replacing traditional text-based communication.

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

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

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

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

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

Ransomware is a type of malicious software that encrypts a victim's files, holding them hostage until a ransom is paid for the decryption key.

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

A version control system (VCS) tracks changes to files over time, allowing you to recall specific versions and collaborate without conflicts.

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

Marketing intelligence is gathering and analyzing data about your market, customers, and competitors to inform strategic marketing decisions.

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

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

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

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

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

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.

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

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history effectively.

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

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

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

AppExchange is Salesforce's cloud marketplace, offering a vast ecosystem of apps and expert services to extend Salesforce functionality.

Average Order Value (AOV) tracks the average dollar amount spent each time a customer places an order on your website or mobile app.

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

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

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

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

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

API security is the practice of protecting application programming interfaces from attacks, preventing data breaches and unauthorized access.

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

Account Click-Through Rate (CTR) is the percentage of individuals from a target account who click on a link in an ad, email, or on a webpage.

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

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

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

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.

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

Yield management is a dynamic pricing strategy that adjusts prices based on demand to maximize revenue from a fixed, perishable inventory.

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

Target Account Selling is a focused sales strategy where teams identify and pursue a specific list of high-value accounts.

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

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

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

Serviceable Obtainable Market (SOM) is the portion of the market you can realistically capture with your current resources, sales, and marketing.

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

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

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

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

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

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

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

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

Content syndication is the process of republishing your web content on third-party sites to reach a much wider audience.

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

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

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

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

Digital contracts are legally binding agreements created, signed, and stored electronically, offering a faster, more secure alternative to paper.

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

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.