No Cold Calls

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

Learn about B2B demand generation, including strategies for effective B2B demand generation, & key components of a demand generation program.

Escalations are the process of moving a customer issue or sales opportunity to a more senior or specialized team member for resolution.

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

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

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

A spiff is a short-term sales incentive, often a cash bonus, paid directly to a salesperson for selling a specific product or service.

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

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

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

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

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

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

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

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

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

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

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.

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

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

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

Opportunity management is the process of tracking potential sales from first contact to a closed deal, helping teams prioritize and win more.

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

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

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

A value gap is the difference between the value a customer expects from a product and the actual value they receive, often leading to churn.

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

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.

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

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

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

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

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

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

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

A hybrid sales model blends traditional and digital sales methods to engage customers across multiple channels and buying preferences.

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

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

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

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

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

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.

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

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

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

Demand forecasting is the process of predicting future customer demand for a product or service based on historical data and market trends.

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

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

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

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

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

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

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

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

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

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.

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

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

Sales Key Performance Indicators (KPIs) are quantifiable metrics used to measure how effectively a sales team is achieving its key objectives.

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

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

Google Analytics is a web analytics service that tracks and reports website traffic, offering insights into user behavior and marketing effectiveness.

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

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

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

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

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

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

Data-driven marketing uses customer data to inform marketing decisions, optimize campaigns, and deliver personalized experiences to consumers.

Sales performance metrics are key data points that measure a sales team's effectiveness in achieving its goals and driving revenue.

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

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.

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

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

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.

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

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

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

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

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

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

A persona is a semi-fictional profile of your ideal customer, based on market research and real data about your existing customers.

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.

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

MOFU, or Middle of the Funnel, is the crucial evaluation stage in the buyer's journey where leads compare solutions to their known problem.

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

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

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

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

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

Subscription models are a business strategy where customers pay a recurring fee at regular intervals for access to a product or service.

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