Operational CRM

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

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

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

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

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.

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

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

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

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

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.

A sales lead is a potential customer—an individual or organization that has shown interest in your company's products or services.

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

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

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

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

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

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

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

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

Trigger marketing uses customer actions or events to automatically send highly relevant, personalized messages at the perfect moment.

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

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.

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

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

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

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

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

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

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

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

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

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

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

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

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

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

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

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

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

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

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

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

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

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

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

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

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

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.

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

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

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

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

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

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

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

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

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

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

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

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

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 behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

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

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

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

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

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

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

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

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.

A Request for Information (RFI) is a formal process for gathering information from potential suppliers before issuing a more detailed proposal.

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

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

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

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

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

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

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

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

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

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

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

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

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

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

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

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

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

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.