Outbound Sales

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

Conversion rate is the percentage of visitors who complete a desired goal, like a purchase or sign-up, out of the total number of visitors.

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

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

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.

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

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

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

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

Learn about browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

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

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

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

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

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

Inbound lead generation is the process of attracting potential customers to your business with valuable content and tailored experiences.

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

The customer lifecycle is the journey a person takes from first becoming aware of your brand to becoming a loyal, repeat customer.

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

The self-service SaaS model allows customers to independently sign up, use, and manage a product without any direct help from the company.

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

Incident response is an organization's systematic approach to managing and mitigating the aftermath of a security breach or cyberattack.

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

A trusted advisor is an expert who builds a deep client relationship by consistently prioritizing their best interests over any single transaction.

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

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

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

Video hosting is a service that allows users to upload, store, and share video content online, making it accessible for playback anywhere.

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

Internal signals are data points from your own systems, like website visits or product usage, that indicate a customer's buying intent.

Churn, also known as customer attrition, is the rate at which customers stop doing business with a company over a given period.

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

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

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

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

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

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

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

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

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

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

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

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

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

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

A Sales Qualified Lead (SQL) is a prospect vetted by marketing and sales, deemed ready for a direct sales pitch after showing intent to buy.

A Master Service Agreement (MSA) is a foundational contract that sets the general terms for an ongoing business relationship between two parties.

Product-market fit is when a product meets the needs of a strong market, leading to high demand, customer satisfaction, and organic growth.

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

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

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

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

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

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

Learn about business to customer, including maximizing B2C sales strategies, B2C vs. B2B: unveiling differences, & core principles of B2C success.

AI marketing uses artificial intelligence to analyze data, automate decisions, and deliver personalized customer experiences at scale.

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

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

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

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

A weighted sales pipeline forecasts revenue by assigning a closing probability to each deal, giving a more accurate picture of potential income.

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

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

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

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

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

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

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

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

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.

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

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

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

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

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

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

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

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

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

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

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

Geo-fencing creates a virtual boundary around a real-world location. It triggers actions on a device when it enters or exits this area.

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

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

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

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

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

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

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

Price optimization is the process of finding the ideal price for a product or service to maximize profitability or other business objectives.

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

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

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

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.