Lead Scoring

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

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.

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

LinkedIn InMail messages are a premium feature that lets you directly message any LinkedIn member, even if you're not connected to them.

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

Pay-per-click (PPC) is an ad model where you pay a fee each time your ad is clicked. It's a method of buying targeted visits to your website.

Learn about B2B sales channels, including types of B2B sales channels, strategies for effective channel selection, & integrating technology in B2B sales.

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

Solution selling is a sales approach focused on understanding a customer's pain points to offer a comprehensive solution, not just a product.

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

Digital Rights Management (DRM) is technology that controls access to copyrighted digital content, restricting its use, modification, and distribution.

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

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

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

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

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

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

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.

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

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.

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

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

A Data Management Platform (DMP) is a tech platform used to collect and manage data, mainly for digital marketing and advertising campaigns.

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

Day Sales Outstanding (DSO) is a financial ratio that shows the average number of days it takes for a company to receive payment for a sale.

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

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

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

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

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

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

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

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

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

Subscription models are a business strategy where customers pay a recurring fee at regular intervals for access to a product or service.

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

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

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

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

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

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

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

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

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

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

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.

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

Sales Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.

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

An on-premise CRM is a system hosted on a company's own servers, offering complete control over data, security, and system maintenance.

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 Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

A Request for Information (RFI) is a formal process for gathering information from potential suppliers before issuing a more detailed proposal.

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

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 conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

The decision stage is where a well-researched buyer chooses a vendor. They compare specific products and pricing before making their final purchase.

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

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

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

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

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

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

Responsive design is an approach where a website's layout adapts to the user's screen size, providing an optimal experience on any device.

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

Cold emailing is sending unsolicited emails to potential customers you haven't contacted before, aiming to start a business conversation.

Prospecting is the process of identifying potential customers, or prospects, to build a sales pipeline and generate new business opportunities.

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

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

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.

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

Google Analytics is a web analytics service that tracks and reports website traffic, offering insights into user behavior and marketing effectiveness.

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

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.

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

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

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

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

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

Key Performance Indicators (KPIs) are measurable values that demonstrate how effectively a company is achieving its key business objectives.

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

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

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

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

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

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

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

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