Lead Scoring Models

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

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

Sales Engineers blend deep technical knowledge with sales acumen, demonstrating a product's value and solving customer problems to drive revenue.

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

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.

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

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

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.

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

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.

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

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

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

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

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

Direct-to-consumer (D2C) is a sales strategy where a brand sells its products directly to end customers, bypassing any third-party retailers.

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

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

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

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

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

Sales compensation is the total pay a salesperson receives, including salary, commissions, and bonuses, structured to motivate performance.

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

Persona-based marketing uses fictional customer profiles, or personas, to create targeted messaging for specific audience segments.

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

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

Outbound leads are potential customers a business proactively contacts through outreach like cold calls, emails, or social media.

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

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

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

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

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

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

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

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

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

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

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.

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

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.

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

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

An Application Programming Interface (API) is a set of rules that lets different software applications talk to each other and share information.

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

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

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

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

Learn about business to customer, including maximizing B2C sales strategies, B2C vs. B2B: unveiling differences, & core principles of B2C success.

CCPA compliance is adhering to the California Consumer Privacy Act, a law that grants consumers more control over their personal data.

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

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

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

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

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

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

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

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.

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

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

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

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

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 data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

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

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

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

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

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

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

Loss aversion is our tendency to feel the sting of a loss more acutely than the pleasure of an equivalent gain.

Inbound lead generation is the process of attracting potential customers to your business with valuable content and tailored experiences.

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

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

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

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

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

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

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

Accessibility testing is a software testing method that verifies an application is usable by people with disabilities, like vision or hearing loss.

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

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

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

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

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

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.

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

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.

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

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

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

Platform as a Service (PaaS) is a cloud model where a provider delivers a platform for users to develop, run, and manage applications online.

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