Lead Generation

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

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

Tokenization is the process of breaking down text into smaller units called tokens, such as words or characters, for AI to process.

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

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

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

Click-through rate (CTR) is a metric that measures the percentage of people who click on a specific link, ad, or call-to-action.

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.

The customer lifecycle is the journey a person takes from first becoming aware of your brand to becoming a loyal, repeat customer.

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

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

A Statement of Work (SoW) is a document that outlines a project's scope, deliverables, and timeline. It acts as a contract between parties.

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

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

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

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

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

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

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

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

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

A Virtual Private Cloud (VPC) is a secure, isolated section of a public cloud. It lets you provision your own logically isolated resources.

Learn about business continuity, including understanding key components, steps to ensure continuity, common challenges, & best practices.

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

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

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.

Multi-touch attribution is a marketing analytics method that credits multiple touchpoints on the customer journey for a conversion.

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

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

Mobile app analytics involves collecting and analyzing data from mobile apps to understand user behavior and optimize the app's performance.

Overcoming objections is the process of addressing and resolving a prospect's concerns or hesitations to move a sale forward.

Sales pipeline reporting is the process of analyzing sales data to track progress, identify bottlenecks, and forecast future revenue.

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

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

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

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

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

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

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

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

Voice search optimization is the process of optimizing your content, SEO, and online listings to appear in and rank for voice-based searches.

Learn about ballpark, including estimating with ballpark figures, understanding ballpark estimates in sales, & ballpark estimates vs. precise quotes.

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

A nurture campaign is a series of automated messages designed to build relationships with potential customers and guide them toward a purchase.

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

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

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

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

Learn about brand awareness, including understanding its importance, building an effective strategy, key metrics to track, & examples in the real world.

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

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer throughout their entire relationship with the company.

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business goals.

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

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

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

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

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

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

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

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

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

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

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

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

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

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

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

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

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

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

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

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

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

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

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

“No Spam” is a commitment to sending only relevant, solicited messages. It means avoiding bulk, unwanted emails to respect the recipient's inbox.

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

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

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.

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

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

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

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

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

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

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

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.

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.

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

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

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

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