Marketing Funnel

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

The buyer's journey maps the path a potential customer takes, from first becoming aware of a problem to making a final purchase decision.

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

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

Sales pipeline reporting is the process of analyzing sales data to track progress, identify bottlenecks, and forecast future revenue.

Sales forecast accuracy is a key metric that compares your predicted sales revenue against the actual sales revenue you ultimately achieve.

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

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

Churn, also known as customer attrition, is the rate at which customers stop doing business with a company over a given period.

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

Learn about B2B marketing KPIs, including identifying key B2B marketing KPIs, setting achievable KPI targets, B2B vs B2C marketing KPIs: understanding the differences.

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

Predictive analytics uses historical data, statistical algorithms, and machine learning to identify the likelihood of future outcomes.

Key Performance Indicators (KPIs) are measurable values that demonstrate how effectively a company is achieving its key business objectives.

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

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

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

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

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.

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

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

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

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.

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

Audience targeting is the process of segmenting consumers into specific groups to deliver more personalized and relevant marketing messages.

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

Trade shows are events where companies in a specific industry showcase their latest products and services to find new customers and partners.

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

A soft sell is a low-pressure sales tactic that uses subtle persuasion and relationship-building to gently guide customers toward a purchase.

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

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 value gap is the difference between the value a customer expects from a product and the actual value they receive, often leading to churn.

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

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

Inside sales metrics are quantifiable measures used to track the performance, activities, and effectiveness of an internal sales team.

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

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

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

Sales development is the process of identifying and qualifying potential customers to create a pipeline of sales-ready leads for closers.

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

Sales training is the process of honing a salesperson's skills and knowledge to enhance their effectiveness and drive sales success.

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

A spiff is a short-term sales incentive, often a cash bonus, paid directly to a salesperson for selling a specific product or service.

Product-Led Growth (PLG) is a business strategy where the product itself drives user acquisition, conversion, and expansion.

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

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

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

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

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.

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

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

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

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

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

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

Overcoming objections is the process of addressing and resolving a prospect's concerns or hesitations to move a sale forward.

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.

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

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

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

Kubernetes is an open-source system for automating the deployment, scaling, and management of containerized applications.

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

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

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

Fulfillment logistics is the entire process of getting an order to a customer, from storing inventory to picking, packing, and final shipment.

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

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

Clustering is the technique of grouping similar items. In sales, it means segmenting leads by shared traits to better personalize outreach.

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

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

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

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

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

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

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

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

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

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

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

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

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

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

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

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

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

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

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

A weighted pipeline forecasts sales revenue by assigning a closing probability to each deal based on its stage in the sales funnel.

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

Account Click-Through Rate (CTR) is the percentage of individuals from a target account who click on a link in an ad, email, or on a webpage.

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.