Marketing Qualified Opportunity

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

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

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

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

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

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

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

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.

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

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

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

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

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

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

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

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

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

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

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

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.

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

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.

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

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

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

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

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

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

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

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

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

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

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

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

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

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

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.

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

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

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

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

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

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

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

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

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

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

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

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

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

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

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

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

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

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

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

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

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

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

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

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

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

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

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

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

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

Sales and marketing analytics involves measuring and analyzing performance data to maximize effectiveness and optimize return on investment (ROI).

A buying signal is any action from a prospect that indicates they are interested in making a purchase, helping sales teams prioritize leads.

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 marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

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

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

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

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

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

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

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

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

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

Single Sign-On (SSO) is an authentication method allowing users to access multiple applications with one set of login credentials.

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

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

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.

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

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

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

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

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

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

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

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.