Marketing Analytics

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

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

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

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

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

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

Return on Marketing Investment (ROMI) measures the revenue generated by a marketing campaign relative to the cost of that campaign.

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

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

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

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

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

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

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

A triggered email is an automated message sent to a user in response to a specific action or event, like signing up or making a purchase.

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

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

Upselling is a sales tactic encouraging customers to purchase a higher-end version of a product or related add-ons to boost revenue.

Infrastructure as a Service (IaaS) is a cloud computing service that offers essential compute, storage, and networking resources on-demand.

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

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

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

MOFU, or Middle of the Funnel, is the crucial evaluation stage in the buyer's journey where leads compare solutions to their known problem.

A hybrid sales model blends traditional and digital sales methods to engage customers across multiple channels and buying preferences.

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

Demographic segmentation divides a market into groups based on traits like age, gender, and income, allowing for more targeted marketing efforts.

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

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 marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

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

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

XML (Extensible Markup Language) is a markup language for encoding documents in a format that is both human-readable and machine-readable.

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

Territory management is the process of segmenting customers into groups by geography or other factors to optimize sales efforts and resources.

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

A dialer is software that automatically dials phone numbers for agents, boosting call efficiency and connecting them to live prospects faster.

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

A Sales Director leads a sales team, develops strategies, and is responsible for meeting a company's revenue targets.

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

Sales productivity is the measure of a sales team's efficiency, focusing on maximizing revenue generation while minimizing the resources spent.

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

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

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

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

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

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

The sales pipeline velocity formula is a key metric that measures how quickly deals move through your pipeline and turn into revenue.

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

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

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

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

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

Sales velocity is a key metric measuring the speed at which your company makes money. It shows how fast deals move through your sales pipeline.

A hard sell is an aggressive sales technique that uses high-pressure tactics to push a customer into making an immediate purchase decision.

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

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

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

Learn about batch processing, including benefits of batch processing, best practices for implementation, & common use cases.

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

A/B testing is a method of comparing two versions of something, like a webpage or email, to determine which one performs better with your audience.

A sales forecast is a projection of future sales revenue. It's a crucial tool for businesses to make informed decisions and allocate resources.

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

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

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

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.

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

Learn about ballpark, including estimating with ballpark figures, understanding ballpark estimates in sales, & ballpark estimates vs. precise quotes.

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

Google Analytics is a web analytics service that tracks and reports website traffic, offering insights into user behavior and marketing effectiveness.

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

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.

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

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

High availability (HA) describes a system's capacity to function continuously with minimal downtime, ensuring consistent operational performance.

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

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

A vertical market is a niche where businesses cater to a specific industry or group of customers with specialized needs, not the mass market.

Signaling is using credible actions to convey information about quality or intent to a less-informed party, effectively building trust.

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

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

Sales pipeline velocity is a metric that measures how quickly deals move through your sales funnel to generate revenue for your business.

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

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

Sales prospecting techniques are methods used by sales teams to identify, contact, and qualify potential customers, also known as prospects.

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

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

Customer Retention Rate (CRR) is the metric that measures the percentage of customers a company has kept over a specific period of time.

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

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

An account is a company or organization that you're targeting for sales. It can be a prospective, current, or even a past customer.