Marketing Qualified Lead (MQL)

Zero-based budgeting (ZBB) is a method where all expenses are re-evaluated and must be justified from scratch for each new budget period.

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

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

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

A lead magnet is a free incentive offered to potential customers in exchange for their contact details, like an email, to generate sales leads.

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

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

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

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

Learn about ballpark, including estimating with ballpark figures, understanding ballpark estimates in sales, & ballpark estimates vs. precise quotes.

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

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

Sales pipeline management is the process of organizing, tracking, and managing potential deals through every stage of your sales funnel.

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

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.

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

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

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

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

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.

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

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

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

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

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

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

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

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

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

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

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

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

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

Learn about browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

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.

A weighted sales pipeline forecasts revenue by assigning a closing probability to each deal, giving a more accurate picture of potential income.

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

A drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

Geo-fencing creates a virtual boundary around a real-world location. It triggers actions on a device when it enters or exits this area.

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

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

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

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

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.

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

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

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.

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

A sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

A Sales Director leads a sales team, develops strategies, and is responsible for meeting a company's revenue targets.

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

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.

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

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

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

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

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.

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

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

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

An Application Programming Interface (API) is a set of rules that lets different software applications talk to each other and share information.

AppExchange is Salesforce's cloud marketplace, offering a vast ecosystem of apps and expert services to extend Salesforce functionality.

Serverless computing is a cloud model where the provider manages servers, so developers can focus on code without worrying about infrastructure.

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

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

A sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

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

A version control system (VCS) tracks changes to files over time, allowing you to recall specific versions and collaborate without conflicts.

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

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

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

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

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

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.

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

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

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

Learn about B2B sales channels, including types of B2B sales channels, strategies for effective channel selection, & integrating technology in B2B sales.

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

A sales pitch is a persuasive presentation of a product or service, aimed at convincing a potential customer to make a purchase.

Video prospecting is the sales technique of sending personalized videos to potential customers to grab their attention and secure more meetings.

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

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

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

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

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.

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.

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

MEDDICC is a sales qualification framework for complex B2B deals. It helps reps identify and validate key aspects of an opportunity to close more effectively.

Pay-per-click (PPC) is an ad model where you pay a fee each time your ad is clicked. It's a method of buying targeted visits to your website.

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

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

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

Inventory management is the process of ordering, storing, and using a company's inventory, from raw materials to finished goods.

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

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.