Lead Management

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

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

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

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

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.

Fault tolerance is a system's ability to continue operating without interruption when one or more of its components fail.

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

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

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

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

Customer experience (CX) is a customer's total perception of your business, based on every interaction across the entire customer lifecycle.

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.

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

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

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

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

Your email deliverability rate is the percentage of sent emails that successfully land in a recipient's inbox, rather than bouncing or going to spam.

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

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

Marketing performance is the process of measuring a campaign's effectiveness against set goals using key metrics like ROI and conversion rates.

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

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

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

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

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

A sales pitch is a persuasive presentation of a product or service, aimed at convincing a potential customer to make a purchase.

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

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

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

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

A trusted advisor is an expert who builds a deep client relationship by consistently prioritizing their best interests over any single transaction.

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

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

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

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

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

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

Data mining is the process of discovering patterns, trends, and useful information from large datasets to make better business decisions.

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

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

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

A soft sell is a low-pressure sales tactic that uses subtle persuasion and relationship-building to gently guide customers toward a purchase.

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

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

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

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

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

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

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

Software as a Service (SaaS) is a cloud-based model where users subscribe to an application and access it over the internet.

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

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

A sales enablement platform centralizes content, training, and analytics to help sales teams engage buyers and effectively close deals.

Serverless computing is a cloud model where the provider manages servers, so developers can focus on code without worrying about infrastructure.

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

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

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

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

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

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

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

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

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.

A Sales Director leads a sales team, develops strategies, and is responsible for meeting a company's revenue targets.

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

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

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

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.

Geo-fencing creates a virtual boundary around a real-world location. It triggers actions on a device when it enters or exits this area.

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

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

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

Territory management is the process of segmenting customers into groups by geography or other factors to optimize sales efforts and resources.

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

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

A sales cycle is the series of steps a company takes to close a new customer. It starts with prospecting and ends with a signed deal.

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

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

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

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

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

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

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

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

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

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

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

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

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

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

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

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

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

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.