Market Intelligence

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

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.

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

Agile methodology is an iterative approach to project management and software development, focusing on delivering value in small, incremental steps.

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

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.

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.

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

A Unique Value Proposition (UVP) is a concise statement that clearly communicates the unique benefit a customer gets from your product or service.

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

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

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

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

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

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

An inside sales rep sells products or services remotely from an office, using digital tools like phone and email to connect with customers.

Sales rep training is the process of equipping your sales team with the skills, knowledge, and tools to effectively sell and hit their targets.

A sales demonstration is a presentation showing a prospect how a product or service works and how it can solve their specific problems.

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

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

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

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

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

Rapport building is the process of establishing a connection and mutual understanding with someone, creating a foundation of trust and affinity.

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

Account-Based Analytics measures engagement and impact across target accounts, not just individual leads, to guide B2B sales and marketing efforts.

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

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

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

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

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

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

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

A touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

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

Learn about browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

Learn about brand awareness, including understanding its importance, building an effective strategy, key metrics to track, & examples in the real world.

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

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 Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

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

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

Text message marketing is a strategy where businesses send promotional messages, offers, and updates to customers via SMS or MMS.

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

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

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

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

Cybersecurity is the practice of protecting computer systems, networks, and data from digital attacks, theft, and unauthorized access.

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

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

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

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

A stakeholder is any individual, group, or party that has an interest in an organization and the outcomes of its actions.

Sender Policy Framework (SPF) is an email authentication method that lets you specify which mail servers can send emails on behalf of your domain.

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

A sales process is a structured set of steps that a sales team follows to move a prospect from an initial lead to a closed customer.

A trusted advisor is an expert who builds a deep client relationship by consistently prioritizing their best interests over any single transaction.

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

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

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

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.

Content curation involves gathering, organizing, and sharing the most relevant online content on a specific topic for a particular audience.

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

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

A Virtual Private Cloud (VPC) is a secure, isolated section of a public cloud. It lets you provision your own logically isolated resources.

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

Referral marketing is a strategy that incentivizes existing customers to recommend a company's products or services to their personal network.

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

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

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

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

Sales pipeline management is the process of organizing, tracking, and managing potential deals through every stage of your sales funnel.

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.

A sales cycle is the series of steps a company takes to close a new customer. It starts with prospecting and ends with a signed deal.

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

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

A competitive advantage is a unique edge that allows a business to produce goods or services better or more cheaply than its rivals.

The customer lifecycle is the journey a person takes from first becoming aware of your brand to becoming a loyal, repeat customer.

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.

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

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

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

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

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.

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

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

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

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

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

Ransomware is a type of malicious software that encrypts a victim's files, holding them hostage until a ransom is paid for the decryption key.

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

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

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

Employee advocacy is the promotion of an organization by its staff members, who share positive messages and content through their personal networks.