Lead Scoring Models

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

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

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

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

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

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

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

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

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

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

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

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

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

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

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

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

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

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

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

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

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

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

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

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

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

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

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

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

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

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

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

A lead generation funnel is a systematic process that guides potential customers from initial awareness of your brand to becoming qualified leads.

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

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

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

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

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

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

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

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

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

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

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

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

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

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

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

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

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

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

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.

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

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

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

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

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

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

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

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

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

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

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.

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

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

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

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

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

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

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

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

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

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

The awareness stage is the first step in the buyer's journey, where a potential customer realizes they have a problem or an opportunity to explore.

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

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

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

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

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

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.

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

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

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

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

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

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.

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

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

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

A knowledge base is a self-serve online library of information about a product, service, department, or topic.