Marketing Qualified Lead (MQL)

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

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

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

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

Customer experience (CX) is a customer's total perception of your business, based on every interaction across the entire customer lifecycle.

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 tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

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

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

Marketing metrics are quantifiable values that marketing teams use to measure and track the performance of their campaigns and efforts.

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

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

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

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

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

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

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

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

Conversion rate is the percentage of visitors who complete a desired goal, like a purchase or sign-up, out of the total number of visitors.

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.

Sales rep training is the process of equipping your sales team with the skills, knowledge, and tools to effectively sell and hit their targets.

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

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

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

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

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

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

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

Learn about BANT framework, including implementing BANT in sales strategy, advantages of the BANT methodology, & BANT vs. other qualification models.

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

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

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

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.

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

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

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

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

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

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

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

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

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

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

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

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

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

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

Sales prospecting is the process of identifying potential customers, or prospects, and initiating contact to convert them into paying customers.

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

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

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

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

Digital Rights Management (DRM) is technology that controls access to copyrighted digital content, restricting its use, modification, and distribution.

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

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

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

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

WordPress is a free, open-source content management system (CMS) that allows you to easily create, manage, and publish websites and blogs.

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

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

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.

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

The Target Buying Stage identifies a prospect's position in the buying journey, from initial awareness to the final decision to purchase.

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

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

Tokenization is the process of breaking down text into smaller units called tokens, such as words or characters, for AI to process.

Learn about business process management, including benefits of implementing BPM, steps to effective BPM, common BPM mistakes to avoid, & BPM tools and software.

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

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

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

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

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

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

Account-Based Marketing (ABM) benchmarks are key metrics used to measure the performance and success of your targeted account strategies.

Dynamic data is information that updates in real-time. Unlike static data, it reflects the most current state of information automatically.

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.

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

Serviceable Obtainable Market (SOM) is the portion of the market you can realistically capture with your current resources, sales, and marketing.

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.

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

Time on site, or session duration, is a key web metric that tracks the total time a visitor spends on your website during a single visit.

Content curation involves gathering, organizing, and sharing the most relevant online content on a specific topic for a particular audience.

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

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

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

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

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.

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

NoSQL ("Not only SQL") databases offer a flexible alternative to relational models, excelling at managing large and unstructured data sets.

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

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

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

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

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

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

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

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