Lead Routing

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

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

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

Corporate identity is the visual and verbal persona of a company, encompassing its logo, color palette, communication style, and core values.

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

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

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

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

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

A hard sell is an aggressive sales technique that uses high-pressure tactics to push a customer into making an immediate purchase decision.

Marketing attribution is the process of identifying which touchpoints contribute to a conversion and assigning value to each of them.

Functional testing verifies that software performs its intended functions as specified in the requirements, ensuring it works as users expect.

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

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

A Unique Value Proposition (UVP) is a concise statement that clearly communicates the unique benefit a customer gets from your product or service.

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

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

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

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

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

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

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

Inside sales metrics are quantifiable measures used to track the performance, activities, and effectiveness of an internal sales team.

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

Customer Retention Rate (CRR) is the metric that measures the percentage of customers a company has kept over a specific period of time.

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

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

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

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

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

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

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

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

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

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

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

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

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

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

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

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

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

Time on site, or session duration, is a key web metric that tracks the total time a visitor spends on your website during a single visit.

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

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

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

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

Market intelligence is the process of collecting and analyzing data about your target market, competitors, and industry to guide business strategy.

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

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

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

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

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

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

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

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

Conversational intelligence (CI) is AI technology that analyzes customer conversations to find insights that help sales and support teams improve.

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

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

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

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

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

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

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

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

Affiliate networks are platforms that act as intermediaries between publishers (affiliates) and merchant affiliate programs.

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

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

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

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.

Data-driven marketing uses customer data to inform marketing decisions, optimize campaigns, and deliver personalized experiences to consumers.

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

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

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

Pipeline management is the process of tracking and managing potential customers as they move through the different stages of your sales process.

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

A buying signal is any action from a prospect that indicates they are interested in making a purchase, helping sales teams prioritize leads.

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.

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

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.

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

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

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

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

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

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

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

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

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 providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

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

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

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.

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.