Mid-Market

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

Net 30 is a common payment term where a client has 30 calendar days from the invoice date to pay for goods or services in full.

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

A Digital Sales Room is a private online space where sellers share all relevant content with buyers to streamline the sales cycle.

"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.

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

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

Fulfillment logistics is the entire process of getting an order to a customer, from storing inventory to picking, packing, and final shipment.

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

Platform as a Service (PaaS) is a cloud model where a provider delivers a platform for users to develop, run, and manage applications online.

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

A Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

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

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.

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

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

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

Deal closing is the final step in a sales cycle. It's when a prospect signs a contract and officially converts into a paying customer.

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

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

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

A vertical market is a niche where businesses cater to a specific industry or group of customers with specialized needs, not the mass market.

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

Channel sales is an indirect sales model where a company leverages third-party partners, such as resellers or affiliates, to sell its products.

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.

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

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

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

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

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

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

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

A Data Management Platform (DMP) is a tech platform used to collect and manage data, mainly for digital marketing and advertising campaigns.

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

Signaling is using credible actions to convey information about quality or intent to a less-informed party, effectively building trust.

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

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

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

Amortization is the process of spreading out a loan or the cost of an intangible asset over a specific period for accounting and tax purposes.

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

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

Text message marketing is a strategy where businesses send promotional messages, offers, and updates to customers via SMS or MMS.

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.

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

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.

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

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

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

Kubernetes is an open-source system for automating the deployment, scaling, and management of containerized applications.

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.

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.

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

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

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

High availability (HA) describes a system's capacity to function continuously with minimal downtime, ensuring consistent operational performance.

An HTTP request is a message sent by a client, like a web browser, to a server to ask for a resource, such as a web page or an image.

Touches are the individual interactions you have with a prospect throughout the sales process, from emails and calls to social media messages.

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

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

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

Smarketing is the process of aligning your sales and marketing teams. This integration focuses on shared goals to improve lead quality and drive revenue.

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

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

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

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

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

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

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

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

Sales engagement is the sum of all interactions between a seller and a prospect, aimed at building a relationship and moving a deal forward.

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

CPM, or Cost Per Mille, is a key advertising metric. It's the cost an advertiser pays for one thousand views or impressions of a single ad.

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

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

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

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

Think of a trademark as a brand's unique signature—a word, symbol, or phrase that legally protects its identity and sets it apart from the rest.

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

Learn about B2B marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

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

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.

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

Marketing attribution is the process of identifying which touchpoints contribute to a conversion and assigning value to each of them.

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

Corporate identity is the visual and verbal persona of a company, encompassing its logo, color palette, communication style, and core values.

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

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

Phishing attacks are fraudulent attempts to trick you into revealing sensitive data like passwords or financial info by posing as a trusted source.