Marketing Budget Breakdown

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

Trigger marketing uses customer actions or events to automatically send highly relevant, personalized messages at the perfect moment.

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

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.

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

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

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

Learn about business intelligence in marketing, including the role of data in marketing BI, key components of marketing BI, & marketing BI vs. market research.

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.

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

The Challenger Sales Model is a sales approach where reps challenge a customer's thinking by teaching, tailoring, and taking control of the sale.

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

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

“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.

Siloed describes the isolation of data, teams, or systems within a company, which blocks collaboration and creates operational bottlenecks.

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.

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

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

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

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

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

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

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

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

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

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

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

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

Data hygiene is the practice of ensuring your customer data is clean, accurate, and up-to-date by removing duplicates and correcting errors.

A Digital Sales Room is a private online space where sellers share all relevant content with buyers to streamline the sales cycle.

Dark social is the sharing of content through private channels like messaging apps or email. This traffic is hard to track as it lacks referral data.

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

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

Sales Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

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

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

Price optimization is the process of finding the ideal price for a product or service to maximize profitability or other business objectives.

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.

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

Return on Investment (ROI) is a key performance metric that measures the profitability of an investment relative to its initial cost.

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

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

Data privacy is an individual's right to control their personal information, including how it's collected, processed, stored, and shared.

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

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

The Jobs to Be Done (JTBD) framework focuses on understanding customer needs by identifying the specific 'job' they are trying to accomplish.

A Data Management Platform (DMP) is a tech platform used to collect and manage data, mainly for digital marketing and advertising campaigns.

A Statement of Work (SoW) is a document that outlines a project's scope, deliverables, and timeline. It acts as a contract between parties.

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.

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

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

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

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.

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 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.

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.

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

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

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

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

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

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

Learn about B2B demand generation, including strategies for effective B2B demand generation, & key components of a demand generation program.

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

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

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

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

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

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

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

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

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

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

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

Data mining is the process of discovering patterns, trends, and useful information from large datasets to make better business decisions.

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

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

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

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.

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.

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

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

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

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

Performance monitoring involves collecting and analyzing data to track a system's operational health and efficiency, ensuring it meets set standards.

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

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

Platform as a Service (PaaS) is a cloud model where a provider delivers a platform for users to develop, run, and manage applications online.

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

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

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