Lead Scoring Models

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

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.

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

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

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

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

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

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

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

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

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

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

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

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

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.

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

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

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

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.

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.

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

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

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

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

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

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

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

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

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

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

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

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

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

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

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

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

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

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

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

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

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

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

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

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

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

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

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

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

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

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

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

“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.

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

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

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

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

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

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

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.

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

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

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

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

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

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

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

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

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.

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

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

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

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

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.

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

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

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

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

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

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

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.

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