Operational CRM

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

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

A sales demonstration is a presentation showing a prospect how a product or service works and how it can solve their specific problems.

Customer Data Management (CDM) is the process of collecting, organizing, and analyzing customer data to create a unified view of your audience.

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

A triggered email is an automated message sent to a user in response to a specific action or event, like signing up or making a purchase.

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.

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

Learn about B2B sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

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

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

Robotic Process Automation (RPA) uses software bots to mimic human actions and automate repetitive, rules-based tasks on digital systems.

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

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

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.

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.

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.

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

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

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.

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

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

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

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

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

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

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

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

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

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

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

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

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

Multi-touch attribution is a marketing analytics method that credits multiple touchpoints on the customer journey for a conversion.

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

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

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

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.

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

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

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

Average Customer Life is the average time someone remains a customer. It's a key metric for predicting revenue and measuring customer loyalty.

A sales process is a structured set of steps that a sales team follows to move a prospect from an initial lead to a closed customer.

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

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

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

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

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

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

Video email involves embedding a short video directly into an email. This lets recipients watch your message without leaving their inbox.

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

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

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

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

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

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

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

Sales Engineers blend deep technical knowledge with sales acumen, demonstrating a product's value and solving customer problems to drive revenue.

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

Serviceable Obtainable Market (SOM) is the portion of the market you can realistically capture with your current resources, sales, and marketing.

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

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

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.

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.

CPQ (Configure, Price, Quote) software is a sales tool for creating accurate, configurable quotes for complex products and services.

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

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

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

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

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

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

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

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

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

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

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

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

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

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

Serviceable Available Market (SAM) is the segment of the total market that your business can realistically serve within its geographical reach.

Affiliate networks are platforms that act as intermediaries between publishers (affiliates) and merchant affiliate programs.

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

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

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

Content syndication is the process of republishing your web content on third-party sites to reach a much wider audience.

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

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

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

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.

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

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

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

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

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

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

Customer experience (CX) is a customer's total perception of your business, based on every interaction across the entire customer lifecycle.