Lead Scoring Models

Objection handling in sales is the process of responding to a prospect's concerns about a product or service to move the deal forward.

NoSQL ("Not only SQL") databases offer a flexible alternative to relational models, excelling at managing large and unstructured data sets.

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

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

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

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

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.

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

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

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

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

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

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.

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

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

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

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

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.

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

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

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

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

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

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

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

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

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

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

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

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

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

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

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

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

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

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

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

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

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

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

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

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

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

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

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

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

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

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

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

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

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

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

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

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

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

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

Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.

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

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

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

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

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

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

Single Sign-On (SSO) is an authentication method allowing users to access multiple applications with one set of login credentials.

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

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

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

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

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

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

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

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

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

“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.

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

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

Objection handling is the process of responding to a prospect's concerns or hesitations about a product or service to move a deal forward.

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

A landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

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

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

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

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

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

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