Overcoming Objections

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

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

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

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

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

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

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

Pay-per-click (PPC) is an ad model where you pay a fee each time your ad is clicked. It's a method of buying targeted visits to your website.

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

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 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.

Voice search optimization is the process of optimizing your content, SEO, and online listings to appear in and rank for voice-based searches.

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

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

Text message marketing is a strategy where businesses send promotional messages, offers, and updates to customers via SMS or MMS.

Data mining is the process of discovering patterns, trends, and useful information from large datasets to make better business decisions.

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

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.

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.

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

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

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

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.

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

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

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

Virtual selling is the process of selling to customers remotely using technology like video calls, rather than meeting them in person.

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

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

Mobile optimization adapts your website to ensure visitors on smartphones and tablets have a seamless, user-friendly experience.

Inbound sales attracts interested prospects who've engaged with your brand, letting sales reps connect with warm leads instead of cold outreach.

Customer Retention Rate (CRR) is the metric that measures the percentage of customers a company has kept over a specific period of time.

Sales pipeline velocity is a metric that measures how quickly deals move through your sales funnel to generate revenue for your business.

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

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

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

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

Amortization is the process of spreading out a loan or the cost of an intangible asset over a specific period for accounting and tax purposes.

Inside sales metrics are quantifiable measures used to track the performance, activities, and effectiveness of an internal sales team.

Learn about business intelligence, including key components of business intelligence, the role of BI in decision making, business intelligence tools and techniques.

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

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

“Always Be Closing” (ABC) is a sales mantra meaning every action a salesperson takes should be with the ultimate goal of closing the sale.

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

A drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

A touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

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

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history effectively.

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

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

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

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

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

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

Yield management is a dynamic pricing strategy that adjusts prices based on demand to maximize revenue from a fixed, perishable inventory.

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

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

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

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

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

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

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

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

Sender Policy Framework (SPF) is an email authentication method that lets you specify which mail servers can send emails on behalf of your domain.

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

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

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

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

A Virtual Private Cloud (VPC) is a secure, isolated section of a public cloud. It lets you provision your own logically isolated resources.

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

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.

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

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

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

A dialer is software that automatically dials phone numbers for agents, boosting call efficiency and connecting them to live prospects faster.

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

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

Persona-based marketing uses fictional customer profiles, or personas, to create targeted messaging for specific audience segments.

An inside sales rep sells products or services remotely from an office, using digital tools like phone and email to connect with customers.

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

A sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

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

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

Think of a trademark as a brand's unique signature—a word, symbol, or phrase that legally protects its identity and sets it apart from the rest.

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

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

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.

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

The buying cycle is the journey a customer takes from first realizing they have a need to making the final purchase decision.