Marketing Play

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

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

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

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

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

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 sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

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

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

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

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

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

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.

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

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

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

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

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

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

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

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

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

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

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

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

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

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

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

“No Spam” is a commitment to sending only relevant, solicited messages. It means avoiding bulk, unwanted emails to respect the recipient's inbox.

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

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

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

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.

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

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

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

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

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

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

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

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

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

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

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

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

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

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

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

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.

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

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

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

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

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

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

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

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

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

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

The awareness stage is the first step in the buyer's journey, where a potential customer realizes they have a problem or an opportunity to explore.

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

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

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

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

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

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

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

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

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

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

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

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

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

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

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

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

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

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

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

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

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.

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

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

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

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

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

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

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

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

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

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

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