Objection Handling

Cybersecurity is the practice of protecting computer systems, networks, and data from digital attacks, theft, and unauthorized access.

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

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

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

Analytical CRM analyzes customer data to uncover actionable insights, helping businesses make smarter decisions and improve customer interactions.

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

"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.

A sales enablement platform centralizes content, training, and analytics to help sales teams engage buyers and effectively close deals.

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.

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

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

Your email deliverability rate is the percentage of sent emails that successfully land in a recipient's inbox, rather than bouncing or going to spam.

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.

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

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

A sales forecast is a projection of future sales revenue. It's a crucial tool for businesses to make informed decisions and allocate resources.

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

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

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

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

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

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 payment gateway is a service that authorizes and processes payments for businesses, acting as a secure link between the customer and the merchant.

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

Lead generation software helps businesses automate finding and capturing potential customers' contact information to build sales pipelines.

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

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

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

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

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

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

Dark social is the sharing of content through private channels like messaging apps or email. This traffic is hard to track as it lacks referral data.

Key Performance Indicators (KPIs) are measurable values that demonstrate how effectively a company is achieving its key business objectives.

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

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

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

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

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

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

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

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

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

A soft sell is a low-pressure sales tactic that uses subtle persuasion and relationship-building to gently guide customers toward a purchase.

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

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

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

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

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

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

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.

Agile methodology is an iterative approach to project management and software development, focusing on delivering value in small, incremental steps.

API security is the practice of protecting application programming interfaces from attacks, preventing data breaches and unauthorized access.

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

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

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

A marketing budget breakdown is a detailed plan that allocates your total marketing funds across various channels, campaigns, and activities.

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

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

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business goals.

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

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.

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

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

Data-driven lead generation is the process of using data insights to identify, attract, and convert high-quality leads into customers.

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

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

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

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

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

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

A sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

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

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

“No Spam” is a commitment to sending only relevant, solicited messages. It means avoiding bulk, unwanted emails to respect the recipient's inbox.

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

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.

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

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

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

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

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

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

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

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

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

A Data Management Platform (DMP) is a software that collects and organizes audience data from various sources for targeted marketing efforts.

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