Outbound Sales

LinkedIn InMail messages are a premium feature that lets you directly message any LinkedIn member, even if you're not connected to them.

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

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

A weighted pipeline forecasts sales revenue by assigning a closing probability to each deal based on its stage in the sales funnel.

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

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

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.

Inventory management is the process of ordering, storing, and using a company's inventory, from raw materials to finished goods.

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

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

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

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

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

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

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

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

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

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

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

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.

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

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

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

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

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

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

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

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

Sales pipeline reporting is the process of analyzing sales data to track progress, identify bottlenecks, and forecast future revenue.

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

Employee advocacy is the promotion of an organization by its staff members, who share positive messages and content through their personal networks.

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.

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

Outbound leads are potential customers a business proactively contacts through outreach like cold calls, emails, or social media.

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

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

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

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

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

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 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.

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

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

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

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

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

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

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

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

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.

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

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

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

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.

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

Sales pipeline management is the process of organizing, tracking, and managing potential deals through every stage of your sales funnel.

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

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

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

Day Sales Outstanding (DSO) is a financial ratio that shows the average number of days it takes for a company to receive payment for a sale.

Solution selling is a sales approach focused on understanding a customer's pain points to offer a comprehensive solution, not just a product.

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

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

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

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

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.

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

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

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

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

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

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

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

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

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

Sales funnel metrics are key data points that track how effectively you're moving potential customers from awareness to a final purchase.

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

Data hygiene is the practice of ensuring your customer data is clean, accurate, and up-to-date by removing duplicates and correcting errors.

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

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

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

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

The consideration buying stage is where potential customers have defined their problem and are now actively researching and evaluating solutions.

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

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

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

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

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

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

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

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.

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

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

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

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