Marketing Qualified Lead (MQL)

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.

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

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

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

Video hosting is a service that allows users to upload, store, and share video content online, making it accessible for playback anywhere.

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

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

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

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

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

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

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

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

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

Sales Engineers blend deep technical knowledge with sales acumen, demonstrating a product's value and solving customer problems to drive revenue.

Internal signals are data points from your own systems, like website visits or product usage, that indicate a customer's buying intent.

A positioning statement is a concise description of your target market and how your product or service uniquely fills their needs.

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

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

Mobile optimization adapts your website to ensure visitors on smartphones and tablets have a seamless, user-friendly experience.

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

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

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

Learn about B2B2C, including benefits of B2B2C model, key strategies for B2B2C success, & B2B2C vs. B2C vs. B2B: understanding the differences.

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

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

Virtual selling is the process of selling to customers remotely using technology like video calls, rather than meeting them in person.

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.

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

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

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

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

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

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

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.

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

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

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

Robotic Process Automation (RPA) uses software bots to mimic human actions and automate repetitive, rules-based tasks on digital systems.

Serviceable Available Market (SAM) is the segment of the total market that your business can realistically serve within its geographical reach.

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

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

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

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

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 closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

Sales funnel metrics are key data points that track how effectively you're moving potential customers from awareness to a final purchase.

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

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

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

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

Marketing performance is the process of measuring a campaign's effectiveness against set goals using key metrics like ROI and conversion rates.

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

Loyalty programs are marketing strategies designed to reward repeat customers. They offer incentives like discounts or exclusive access to encourage retention.

Direct-to-consumer (D2C) is a sales strategy where a brand sells its products directly to end customers, bypassing any third-party retailers.

Win/Loss Analysis is the process of systematically tracking and analyzing the reasons why you win or lose deals with prospective customers.

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

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

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

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

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

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

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

A Sales Qualified Lead (SQL) is a prospect vetted by marketing and sales, deemed ready for a direct sales pitch after showing intent to buy.

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

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.

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

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

Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.

Marketing analytics involves measuring and analyzing marketing data to understand campaign performance and improve return on investment (ROI).

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

Customer Data Management (CDM) is the process of collecting, organizing, and analyzing customer data to create a unified view of your audience.

Functional testing verifies that software performs its intended functions as specified in the requirements, ensuring it works as users expect.

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history effectively.

The buying cycle is the journey a customer takes from first realizing they have a need to making the final purchase 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.

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

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

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

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

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

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

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

The consideration buying stage is where potential customers have defined their problem and are now actively researching and evaluating solutions.

A follow-up is a communication sent after an initial interaction to continue the conversation, provide more value, or prompt a response.

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

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

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.

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

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

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.

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

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

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

Day Sales Outstanding (DSO) is a financial ratio that shows the average number of days it takes for a company to receive payment for a sale.